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Podcast: Your Intended Message
Episode: The Buyer Journey for Technology: Rick McCutcheon
Description: Selling Digital Solutions: Lessons for Microsoft Partners
Episode 245 (Rick is based in the Toronto area)
In this conversation we explore:
How the buyer journey has changed – Why modern buyers are 80-90% through the process before engaging with sales.
The importance of adapting sales presentations – How to tailor messaging for Microsoft, ISVs, SI partners, and end customers.
Why sales professionals must become guides, not just sellers – Understanding the shift from sales pitches to consultative selling.
The role of content in sales success – How different types of content (videos, white papers, case studies) attract different buyer personas.
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