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episode 10: How to Avoid Missed Sales Opportunities by Zeroing in on Changes in Buyer Behavior with Liz Harr
Missed Sales Opportunities Could you be ignoring changes in buyer behavior and accidently creating missed sales opportunities? What if you could capture those missed sales opportunities that are hiding in plain view? Today’s special guest, Liz Harr, co-author of Inside the Buyer’s Brain offers some tips on how to do exactly that. * Why identifying missed sales opportunities requires getting inside the buyer’s brain * Common missed sales opportunities signals * The top overlooked buyer criteria that results in missed sales opportunities * How understanding the stages of the buyer’s journey helps avoid missed sales opportunities * Two important research finds on how buyer behavior has changed * How to prove your expertise and side-step missed sales opportunities * And much MORE. Elizabeth Harr is an accomplished entrepreneur and executive specializing in brand management and growth strategies for professional services firms. A partner at Hinge, she leads Hinge’s business development team, helping businesses solve critical marketing and brand-related challenges. Prior to joining Hinge, Elizabeth co-founded a Microsoft solutions provider company and grew it into a thriving organization that became known for its expertise in Microsoft customer relationship management. Elizabeth has co-authored several books and reports published by the Hinge Research Institute, including The Visible Expert®, Inside the Buyers Brain, The Social Media Guide for Professional Services, How Buyers Buy and Online Marketing for Professional Services and regularly contributes to Hinge’s company blog and numerous professional services publications. She was a featured speaker at Processia’s DRIVE 2021 event, where she also led a session on the central tenets of professional services marketing, how to promote expertise, and cultivating a marketing culture. She has a Master’s degree in International Economics from Columbia University in New York and a B.A. from University of Missouri – Columbia.
If you liked this interview, you might also enjoy our other Sales episodes.
Contact Liz and connect with her on LinkedIn, and Twitter.
Learn more about Liz’s work at Hinge.
Check out her book: Inside the Buyer’s Brain.
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