By the time you get in the room, the buyer may already have an opinion about your company, your competitors, and what they think they need.
In this solo episode, Harry Kendlbacher explores Day Zero and why the first meeting is really just the point where sales enters a conversation that has already started. Buyers are researching, comparing options, and aligning internally long before you hear from them. So how do you earn trust and influence the decision before you ever get the meeting?
🔗 Download "Day Zero" and discover why buyers often choose their suppliers before the first sales meeting: https://globalperformancegroup.com/white-papers/day-zero-why-revenue-is-won-before-the-first-meeting/
What We Cover:
• Why the B2B buying process starts before sales enters the picture
• Why internal buyer confusion can be a bigger competitor than another vendor
• Why buyer confidence matters as much as belief in your solution
• How sales leaders can build credibility before an opportunity enters the pipeline
• The five areas that define a strong Day Zero strategy
⏱️ Timestamps
00:00 Why the B2B buying journey starts before the first meeting
03:03 How buyers form opinions before sales enters the process
05:27 Why internal confusion can kill complex B2B sales
07:54 Building credibility before you need it
10:15 Making your value story portable across stakeholders
15:01 What B2B sales leadership should change
📃 Resources
🔗 Explore more at: https://globalperformancegroup.com/
🔗 Try the Revenue Accelerator: https://revenueaccelerator.globalperformancegroup.com
🔗 Download "Day Zero" and discover why buyers often choose their suppliers before the first sales meeting: https://globalperformancegroup.com/white-papers/day-zero-why-revenue-is-won-before-the-first-meeting/
🎧 Prefer audio?
👉 Apple Podcasts:
https://podcasts.apple.com/at/podcast/b2b-sales-trends/id1540112247?l=en-GB
👉 Spotify:
https://open.spotify.com/show/5dNb1tA2UfHOR8oGNc5Kbp?si=60f87af8feb74a25
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