The buyers journey has become so much more complex. How can sellers better leverage digital selling to stay relevant and visible?
Shama Hyder, Founder and CEO of Zen Media, shares the behaviors of modern buyers and how sellers can and must adapt.
Considering that 95% of your potential customers aren’t actively ready to buy AND that buyers need an average of 27 touchpoints before considering a purchase, staying top-of-mind is more important than ever. How do you stay in front of them in ways that are not self-serving but add genuine value? Shama shares strategies for building your personal brand and fostering trust through consistent, value-driven engagement.
Sellers might be tempted to use tactics that offer quick wins, but Shama believes every effort should focus on building long-term relationships in today’s buyer-driven market.
Offering helpful content, answering questions, and understanding buyer needs over time build relationships that lead to sales. Long-term relationships are the foundation for success in today’s buyer-driven market.
By focusing on genuine connections and aligning your messaging with buyer needs, you create relationships that will pay off when the timing is right.
Learn more about how to sell in this digital age in this latest episode of Mental Selling.
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Will Milano
Chief Marketing Officer, Integrity Solutions
In this Mental Selling episode, you’ll learn about:
- The Modern Buyer’s Journey — How buyer behavior has drastically changed digital selling and how buyers conduct extensive research and create opinions before ever engaging with sales.
- Branding and Trust Over Sales Pitches — These are crucial in modern sales because consumers value credibility over mere product features & benefits.
- Sales and Marketing Synergy — While marketing rightfully focuses on long-term buyer education, sales should efficiently handle the final stages of the buying journey.
What to listen for:
- (00:00) Introduction to the podcast with host Will Milano and guest Shama Hyder
- (03:23) Nurturing customer relationships early
- (07:32) The 95-5 Rule of Sales and Marketing
- (11:51) Different motivations for B2B and B2C buyers
- (15:27) Distribution and visibility for sales success
- (22:12) Misconceptions about sales enablement and ABM
- (26:44) “Build your brand before you need it”
Additional Resources From This Episode:
- Follow Shama Hyder on LinkedIn
- Follow Shama on X
- Zen Media website
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