WEDNESDAY, SEPTEMBER 10, 8:30am – 9:30am –
Today’s buyers come to the table more informed than ever—or so it seems.
Armed with Google searches, ChatGPT discussions, competitor comparisons, and articles, they often appear to know exactly what they want. According to Gartner, most B2B buyers complete 70% of their journey before talking to a salesperson. But what happens when that confidence is only surface-deep and buyers know just enough to be dangerous? When the prospect’s research leads them down the wrong path? And when we, as sales professionals, take their word at face value—skipping discovery, bypassing qualification, and ultimately chasing a deal that was flawed from the start?
Join us as we discuss the challenge of the self-educated buyer: how to recognize when a buyer’s certainty is misleading, and how to guide the conversation back to real needs and business outcomes.
Share strategies that help you stay in control of the sales process, build trust, and guide prospects toward decisions that actually solve their problems.