November 04, 2021

PitchLink: In Conversation with Thomas J. Williams

34 minutes

In Conversation with Thomas J. Williams, Founder & Chairman, Strategic Dynamics Inc.

Thomas J. Williams, who has founded Strategic Dynamics Inc., is a former senior executive with many years of general management and sales and marketing expertise. He has worked with major health care organizations, and for 25 years he has consistently built shareholder value by selling and marketing high technology products and services in the domestic and international markets.

Thomas J. Williams

Thomas notes the vast changes that have taken place over the years in the space of buying and selling, highlighting especially the fact that procurement has now become a very highly specialized profession. Buyers have more information and have researched their requirements well ahead of probing sellers. It is therefore imperative for sellers to keep up with the new realities of selling to the evolved buyer.

Sellers are always preaching that their customers must change. Yet, it is the seller who is most resistant to change. They stick to their older methodology, which only worked in the past. This is a paradox.

Honesty and integrity in sales is derived from a desire to genuinely help customers buy. Building rapport and relationships with customers is motivated by the understanding that over time, in spite of churn, it is the customer who is likely to stick with the seller, even when she switches organizations. The converse philosophy is to quickly make quota by selling at any cost and move on to a different organization within two years.

These and more insights you never find in the public discourse around Sales and Buying in this candid episode of The Buyer Side Chat.

Run time – 35.00 mins.

...more