A short talk (YouTube) on modern B2B sales emphasizing clearly articulating value and ROI—especially when competing against incumbent solutions—so prospects will justify the cost and effort of switching. The speaker highlights frequent failures: unclear buyer personas/ICP, products that are hard to use or buy, and the need to simplify experiences in a fast-evolving tech and social-selling environment.
Especially if you're trying to sell up against something that's already there you have to be really clear on that value benefit that you provide on kind of the so what why that you're going to get someone to go through that process of changing. I think it's different if you're disrupting and you're there's something out there that no one has before and you're really solving a problem but then like how do you make sure that you're really articulating the benefit and kind of the ROI of solving that problem And I think we can get a little bit into people not clearly understanding their Persona their ICP making the product really hard to use or hard to buy again I just think in the age now that we are in technology in social selling and social business and that's all being consumers at heart and how fast that whole technology has evolved I think we just have to think about how do we make it for customers easy to use by try understand make it simple.
