The Ideal Buyer Fallacy: Mechanical vs. Human-centered Selling - Ascent Conference

The Ideal Buyer Fallacy: Mechanical vs. Human-centered Selling

Today an overwhelming number of sales applications attempt to abstractly model human beings. Such systems are founded on the claim that buyers behave predictably every time.
We believe the former cannot be done and the latter is simply not true. These false premises have led much of the sales technology industry astray and to some extent downgraded the importance of salespeople as people.
We take a very different approach believing salespeople to be the entrepreneurs within enterprises – every company’s most important ambassadors who should be empowered by technology and not constrained by it. We further believe that there is a proven economic model that underpins a human-centered approach to selling and is always successful when applied.


John Golden
Pipeliner CRM

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