The end-user may not be the buyer making the decisions in the company. While customer enablement has empowered the product or service users, forgetting to transform value for the buyer could result in failing to maintain important relationships.
Today, we’re all about buyer enablement. Startup mentor, Joey Knecht, advocates for engaging with the buyers within an organization. With the shift in the B2B buying environment, maybe you’ve dropped the ball in maintaining those connections. If so, how do you pivot to create a process that not only drives growth but leads to new business for your company?
Say goodbye to customer enablement and hello to buyer enablement by tuning in to this episode!
Resource Links:
We’ll be talking about:
A brief introduction on Joey and Proteus [01:45]
The journey towards becoming an advocate for buyer enablement [03:33]
The product is always pivoting and morphing [07:50]
Maintain long-term relationships by justifying your value to the buyer [11:34]
Invest in client success early on [15:21]
Stay in your lane and own what you do well [19:14]
The big secret sauce of expanding beyond your network [27:41]
Non-traditional tactics for growing the business [32:33]
Your role is to help the buyer solve their problem [37:34]
What’s next for Joey [43:12]
The one thing Joey recommends [45:06]
About Our Guest:
An advocate of buyer enablement, Joey Knecht learned from a young age how to navigate through challenges by helping engage diverse groups of people to find solutions. Now, as CEO and Managing Director of Proteus, he is leveraging technology to empower and engage buyers in complex B2B sales cycles. By taking the guesswork out of the so-called “dark periods” that often slowdown or kill the sale, he is helping sales leaders illuminate a crystal clear path of personalized buyer enablement with multiple decision makers.
To find out more about Joseph and his work, reach out to him through Proteus.
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