Learn the importance of why B2B sellers should align with B2B buyers.
B2B buyers are looking for partners that can help transform their business. They are looking for solutions to their problems. As B2B digital marketers or sellers, you have to understand how you can effectively communicate your solution to them so you can close the deal and have a successful relationship together.
However, most of the time, you are stuck with the jargon, and you are not able to communicate effectively the value that your partnership can give to your customers, and so the deal does not go through.
How do you solve this problem? How do you speak the language of B2B executive buyers?
In this episode, Dr. Stephen Timme shares exactly how you can speak the language of B2B executive buyers and the changes you need to make in order to achieve your desired results.
Dr. Stephen Timme is the founder and president of FinListics Solutions. He is also the co-author of the Amazon Best Seller, Insight-Led Selling; Adopt an Executive Mindset; Build Credibility; Communicate with Impact. Before founding FinListics, Stephen was a Professor of Finance at Emory University and several other universities.
His passion for finance led to the creation of a consulting practice that focused on helping companies improve financial performance. The practice morphed into the FinListics Solutions which helps B2B sellers, like IBM and CISCO, speak the language of executive buyers.
Stephen’s experience interacting with executive buyers and coaching top sales organizations throughout the world make him a valuable resource to any sales executive or professional. To be more relevant, his message is to tell executive buyers something they don’t know, show the business and financial benefits of their solutions, and make their lives easier. The actionable insights he provides make him a sought-after expert within the industry.
Giving back to the community is important to Stephen. He is on the Board of Directors at Camp Trach Me Away and Sunshine on a Ranney Day, both of which help special needs children live more fulfilling lives.
Stephen has a BBA and Ph.D. from Georgia State University.
01:01 – Introduction
01:48 – About Dr. Stephen Timme
03:45 – The importance of business acumen
05:22 – Communicating with decision-makers
10:26 – Inside-out vs. outside-in approach
14:11 – How conversations should focus on the problems to solve for
18:40 – Getting your B2B executive buyers to focus on one problem at a time
24:06 – The importance of being continuously engaged with your buyers
29:40 – Key changes that need to be made
32:42 – Shifts in the conversation in the boardroom
36:36 – Distress vs. eustress
38:24 – What B2B digital marketers should be thinking about right now
41:46 – Connect with Dr. Stephen Timme
“It’s not only knowing what executives are trying to get done but telling them something they don’t know.”
“Buyers now are so much further down the buying journey than they were before.”
“You have to very quickly get to the point, what are you trying to get accomplished, how do you help others, and then start talking about what might be the financial benefit.”
“Buyers want partners; they do not want vendors.”
Episode Links and Resources
Dr. Stephen’s LinkedIn: https://www.linkedin.com/in/dr-stephen-timme-phd-finance-8177578/
Dr. Stephen’s email: [email protected]
Dr. Stephen’s book: https://amzn.to/3toDZPU
FinListics email: [email protected]
FinListics website: https://www.finlistics.com/
Digital activity ROI assessment: https://b2bdm.com/digital-activity-roi/
More episodes related to communication: https://b2bdm.com/b2b-sales