buyer-self-sufficiency 
Partners in Excellence
JANUARY 7, 2016
It’s a relatively sophisticated discussion of the digitally savvy buyer, and the increasing trend of “buyer self sufficiency.” As I read and re-read the article, I became increasingly uncomfortable with the concept of “buyer self sufficiency.”
Partners in Excellence
DECEMBER 14, 2023
Others see the preference of buyers for rep-free buying experiences and digital buying processes as evidence that selling is no longer necessary. Imagining a world where companies are wholly self sufficient, not needing to buy anything to operate. And, on top of that, for those that do buy, we see YoY increases in buyer regret.
This site is protected by reCAPTCHA and the Google Privacy Policy and Terms of Service apply.
The Pipeline
JUNE 18, 2019
No one ever factors in “buyers’ remorse”, but when forced to make a choice, remorse is more likely. The former fellow was entirely self-sufficient. Not alone, which is different, but being self-sufficient was something he was able to leverage.
Partners in Excellence
SEPTEMBER 20, 2021
She’s posed the question, “If buyers know you, like you, and trust you, will they buy from you? It caused me to reflect, “is trust sufficient?” The other alternatives were “trustworthy,” perhaps in different senses, so trust is necessary, but not sufficient. The post Is Trust Sufficient?
Janek Performance Group
DECEMBER 5, 2023
This reveals how buyers feel about your products, services, and their experience. Videoconferencing made it easy to connect with buyers down the street and across the globe. Post COVID, as organizations returned to offices, both buyers and sellers liked the flexibility of remote work. But buyers are steadily moving into others.
Partners in Excellence
OCTOBER 24, 2023
While there will be variability across suppliers, no buyer will consider a supplier that doesn’t meet some threshold of trust. These tend to be driven by shared interest and not self interest. In a purely transactional world, perhaps indispensability is not important, establishing trust may be sufficient. Absolutely not!
Partners in Excellence
DECEMBER 13, 2021
Because we are so familiar with working with people who are buying, because we deal with buyers every day, we tend to think our customers are a familiar with and comfortable with buying as we are. Since we do the same things, all the time, we develop some familiarity with the things we need to be doing to achieve our goals.
Expert insights. Personalized for you.
48 
Let's personalize your content