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We caught up with Sam McKenna, CEO and Founder of #samsales, in our Ask Me Anything webinar-where we got into the (very real) buyer problem of information overload.
Because let’s be honest… every vendor sounds the same.
“We don’t know what the hell to do.”
“Buyers are slammed with an unbelievable amount of information… so they just stick to the status quo. Be the one person they can turn to and say, ‘We don’t know what the hell to do. What should we do?’” – Sam McKenna
Right now, your buyer is hearing from five other vendors telling them exactly the same thing.
So what happens?
They get overwhelmed. They freeze. They do nothing.
And you lose a deal to… well, no decision.
How to stand out
✅ Be consultative – stop pitching and start helping
✅ Understand the context – their challenges, goals, blockers
✅ Be the safe option – the trusted expert who can guide them forward
✅ Always be adding value not fluff
✅ A Digital Sales Room - like trumpet means everything in one place, no lost email chains, PDF's, spreadsheets just an organised Pod
In 2015 there were around 3,000 MarTech solutions. Now there's over 35,000. That’s the noise you’re up against. So don’t add to it-rise above it.
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![How to Get Started with Buyer Enablement [With Examples]](https://cdn.prod.website-files.com/65cf4fecbed2754c2236665d/65cf4fecbed2754c22366bdb_65a5af83e742f76e34ce06f3_Customer%2520Onboarding%2520_%2520Everything%2520you%2520need%2520(2).png)