The Sales Evangelist: Sales Training|Speaking|Business Marketing|Donald Kelly

In today’s episode of The Sales Evangelist, our host Donald Kelly meets with Evan Powell to discuss how you sell products the same way your buyers are looking to buy. Who is Evan Powell? Powell originally started as a sales rep, but went on to help cofound Reprise, a software company focused on developing demos for software. The company’s website is www.reprise.com WHY sell the way your buyers are looking to buy? There’s been a shift in HOW buyers are actually buying in this new year. Powell started selling in the early 2010s, and in his experience, buyers wanted to learn what they didn’t already know. Buyers wanted their hands held, instead of doing the research on their own. In TODAY’S environment, however, things aren’t like that. Buyers are jaded and have developed a buying process that THEY want to use. Remaining relevant and actually adjusting to this shift is KEY in selling and not becoming an anachronism. Here’s a figure to keep in mind: 77% of buyers say their last B2B buy was TOO difficult. How