Ep 095 How Sellers Can Stay Relevant in the Digital Age

How can sellers stay relevant in this digital age? Shama 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. Sellers 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. In this episode, you’ll learn: 1. 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. 2. Branding and Trust Over Sales Pitches — These are crucial in modern sales because consumers value credibility over mere product features. 3. Sales and Marketing Synergy — While marketing focuses on long-term buyer education, sales should efficiently handle the final stages of the buying journey. Resources: Shama Hyder’s LinkedIn: https://www.linkedin.com/in/shamahyder/ Shama Hyder’s X: https://x.com/Shama Zen Media: https://zenmedia.com/ Jump into the conversation: (00:00) Introduction to the Mental Selling podcast with host Will Milano and guest Shama Hyder (03:23) Nurture customer relationships early (07:32) The 95-5 Rule (11:51) Different motivations for B2B and B2C buyers (15:27) Distribution and visibility for sales success (22:12) Misconceptions about sales enablement and ABM (26:44) “Build your brand before you need it” For more related content and information about improving sales performance, visit us at www.integritysolutions.com/

Om Podcasten

Mental Selling: The Sales Performance Podcast is a show for motivated problem solvers in sales, leadership and customer service. Each episode features a conversation with sales leaders and industry experts who understand the importance of the mindset and skill set needed to be exceptional at building trusted customer relationships. In this podcast, we get below the surface, tapping into the emotional and psychological drivers of lasting sales and service success. You’ll hear stories and insights about overcoming the self-limiting beliefs that hold salespeople back, how to unlock the full potential in every salesperson, the complexities of today’s B2B buying cycles, and the rise of today’s virtual selling environment. We help you understand the mental and emotional aspects of sales performance that will empower you to deliver amazing customer experiences and get the results you want. Welcome to Mental Selling!