{"type":"rich","version":"1.0","provider_name":"Transistor","provider_url":"https://transistor.fm","author_name":"Mental Selling: The Sales Performance Podcast","title":"Ep 095 How Sellers Can Stay Relevant in the Digital Age","html":"<iframe width=\"100%\" height=\"180\" frameborder=\"no\" scrolling=\"no\" seamless src=\"https://share.transistor.fm/e/f5b49da6\"></iframe>","width":"100%","height":180,"duration":1868,"description":"How can sellers stay relevant in this digital age?\n\nShama Hyder, Founder and CEO of Zen Media, shares the behaviors of modern buyers and how sellers can adapt. Since 95% of potential clients aren’t actively ready to buy, staying top-of-mind is more important than ever. Shama shares strategies for building a personal brand and fostering trust through consistent, value-driven engagement. \n\nSellers might be tempted to use tactics that offer quick wins, but Shama believes every effort should focus on building long-term relationships in today’s buyer-driven market.\n\nIn this episode, you’ll learn:\n1. The Modern Buyer Journey — How buyer behavior has drastically changed in the digital age and how buyers conduct extensive research before ever engaging with sales.\n2. Branding and Trust Over Sales Pitches — These are crucial in modern sales because consumers value credibility over mere product features.\n3. Sales and Marketing Synergy — While marketing focuses on long-term buyer education, sales should efficiently handle the final stages of the buying journey. \n\nResources:\nShama Hyder’s LinkedIn: https://www.linkedin.com/in/shamahyder/\nShama Hyder’s X: https://x.com/Shama\nZen Media: https://zenmedia.com/\n\nJump into the conversation:\n(00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Shama Hyder\n(03:23) Nurture customer relationships early  \n(07:32) The 95-5 Rule\n(11:51) Different motivations for B2B and B2C buyers  \n(15:27) Distribution and visibility for sales success\n(22:12) Misconceptions about sales enablement and ABM\n(26:44) “Build your brand before you need it”\n\nFor more related content and information about improving sales performance, visit us at www.integritysolutions.com/","thumbnail_url":"https://img.transistorcdn.com/wTmvIBGIIFBLd-87ghmJdY0pgprKsP8jtboZQggUaf8/rs:fill:0:0:1/w:400/h:400/q:60/mb:500000/aHR0cHM6Ly9pbWct/dXBsb2FkLXByb2R1/Y3Rpb24udHJhbnNp/c3Rvci5mbS9hNzQ5/ZDgzYmVjYzM1ZDli/ZTIzNTlkYzg1YTBi/ZTQ0Yy5qcGc.webp","thumbnail_width":300,"thumbnail_height":300}