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Hitting a Hole in One with Hybrid Selling

Hitting a Hole in One with Hybrid Selling

Let’s face it - we may never get back to the way things were before 2020. The new world is one of a Hybrid Seller, which leverages the best of both worlds with remote and in-person selling. In both worlds buyers and consumers alike expect a true user experience, but where does personalization fit in this world?

MSP’s Richard Sgro sat down with Christopher Garza, VP of Sales & Marketing Solutions at Dun & Bradstreet, to talk about personalizing and stylizing the buying process from the very beginning. How can you customize the consumer experience as a hybrid seller?  

Discussion Topics

• What are the biggest trends and changes in digital buying, remote work, and customer preferences?

• How are trends and changes altering how B2B buyers purchase products?

• Tactical ways customize and stylize the buying experience, from rethinking your ICP to mining through the data you already have.

Key Takeaways

• Chris Garza’s Key Takeaway: Let the data do the talking! It speaks loudly and, as data doesn’t have an option, it is also impartial.

• Understand your Ideal Customer Profile (ICP) and be smart with prioritizing your order when contacting prospects.

• Helping sellers understand the “why” will help them be more diligent about the execution; you’ll have higher compliance with your process as a result.

• It’s important to be deliberate. It’s not just about what you are going to do next but also - and perhaps more importantly - it’s about what you aren’t going to do.

• Look for the diamonds in the rough! It’s about doing your homework and looking across your portfolio in order to focus on high propensity customers and prospects.

Resources

• With high demands from buyers, the key question to ask going into the second half of the year is this: do you really have a good understanding of your prospects/buyers?

  • This question should challenge you to dig further into your buyer insights. Here are some tools to help you answer that question:

    • Power to Prospect Smarter with Unrivaled Data: D&B Hoovers Free Trial

    • Power to Know Your In Market Buyers: Free Intent Reach Report

And, another huge thank you to Chris for presenting and to the entire D&B team for sponsoring.