What is the buyer/seller revolution?

I've met with countless salespeople over that last couple months. As a startup, market research is everything. You need to learn everything from silly intricacies to industry motifs in order to gain the insights that fuel a company's growth.

I end every research meeting with a salesperson with the same question: what was unique about your best deal ever?

What's fascinating is that every salesperson's story of their best deal ever has the same main character: the buyer.

There's something unique about this buyer: they are always incredibly confident and competent. The salesperson rarely feels like they're winning. In fact, the project ceases to be about winning at all. In a salesperson's best deal, the seller is constantly being held accountable.

So, what does sales tech and enablement look like? In almost every case, it provides ways to take power from the buyer and give it to the seller. It runs counter to everything we know about our best projects ever.

What would happen if we took the radical step to enable confident and competent buyers in every single project? It means trust. It means accountability. It, also, might be our only chance to turn the tide in an industry where nearly 90% of software projects fail to successfully implement.

It's time to put down the Art of War. It's time to stop challenging. It's time for radical buyer enablement... because we've never the needed the confident and competent buyer from our best deal ever quite like we do now.