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/