Bob LondonHave more strategic, authentic and revealing convos

15 How Most B2B Companies Do Customer Discovery The Absolute Wrong Way

Name: 15 How Most B2B Companies Do Customer Discovery The Absolute Wrong Way
Uploaded: 2023-08-18T20:59:09+00:00
Duration: 27 s
Channel: Bob London
Description: In this segment of his YouTube video, Bob London critiques the common B2B sales approach where vendors dominate conversations with self‑promotion, using…

18 Aug 2023 · 0 min

Watch on YouTube

0:27

In this segment of his YouTube video, Bob London critiques the common B2B sales approach where vendors dominate conversations with self‑promotion, using a Bette Midler quote to illustrate the problem. He highlights that many customers feel vendors fail at listening and discovery, citing statistics that underscore this perception. London frames the widespread neglect of genuine discovery as a significant opportunity for sales teams to improve their listening skills and adopt more customer‑centric discovery practices.

There's a quote from a movie years ago. An actress named Bette Midler played a role. She said, "That's enough about me. Let's talk about you. What do you think of me?" I always thought that was funny and sad in the sense that that is how we interact with customers. It's like, let's just, we have another 3 slides to show you about us. And if we have a couple minutes left, we can ask about you. And that's just not how it should work. And there's a lot of statistics that say that customers believe vendors do a terrible job of listening and discovery. And so it's a huge opportunity for all of us to improve.