The way buyers buy has changed - but most sellers haven't.

In this episode, Fred is joined by Steve Knapp (co-founder of PLAN.GROW.DO) to explore what the Buyer Revolution really means for modern sales.

From buyers being 83% through their journey before speaking to you… to why most sellers are preparing for the wrong conversation - this episode challenges traditional thinking and offers a more practical, buyer-led approach.

Key Takeaways

• Buyers are further ahead than you think
• Your first job is to validate, not qualify
• Preparation must match the buyer's reality
• Most value is created before the first conversation
• Personalised content builds trust - corporate content doesn't
• It's easier than ever to sell… but harder than ever to stand out

The Big Shift

Sales isn't broken.

But the timing, approach, and expectations have changed.

The sellers who adapt to how buyers actually buy will win.

Chapters

0:00 Welcome and Introductions

01:35 Beyond Sales Training

04:21 Buyer Revolution Research

09:00 Validate Not Qualify

11:37 The Two 83 Percent Stats

14:33 Nurturing Between Orders

19:32 Hybrid Channels and Personalisation

25:57 Leadership and Measurement

28:04 Personal Brand Amplification

31:27 Resources and Wrap Up

Connect with Steve

Steve Knapp is co-founder of Plan Grow Do, helping organisations evolve their sales approach through training, coaching, and consultancy.

Website: https://plangrowdo.com LinkedIn: Steve Knapp - https://www.linkedin.com/in/steveknappsales

Get Steve's Book - Selling Lubricants Smarter Buy on Amazon

Beyond The Blend Podcast - https://plangrowdo.com/beyond-the-blend-podcast

Follow Fred: https://linktr.ee/fredcopestake

Watch this episode on YouTube: https://youtu.be/BwRzJ2_JS-0

Watch Fred's FREE YouTube Course: Sales Mastery for Engineers: https://bit.ly/Sales-Mastery-For-Engineers

Useful resources

• Take the Collaborative Selling Scorecard – free Check how well your sales approach fits today's buying environment https://collaborativeselling.scoreapp.com/

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