S6E21: Buyers Have Changed — Has Your Sales Strategy Kept Up? With Talica Davies REVUP Your Business With Hilda Gan podcast

S6E21: Buyers Have Changed — Has Your Sales Strategy Kept Up? with Talica Davies

25d ago 43:57

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Sales isn’t broken, but the way people buy has fundamentally shifted. If you’re still using the same playbook from five years ago, chances are you’re feeling the friction. It’s time to rethink your sales strategy.

In this episode, we sit down with Talica Davies, sales strategist and fractional CRO, to talk about what’s actually happening in today’s market. Buyers aren’t ghosting you because they’re rude — they’re drowning in options, AI-driven comparisons, and endless decision loops. The old-school sales tactics of “following up” and “handling objections” aren’t cutting it anymore.

Tune in as Talica shares actionable insights on building trust, navigating longer sales cycles, and creating urgency without relying on outdated “follow-up” and “objection-handling” scripts.

Chapters

0:00 - Intro
02:40 - The shift in buyer behaviour
06:29 - The trust recession and the importance of trust with buyers
11:05 - Additional factors contributing to a longer sales cycle
15:10 - Return on Investment vs Cost of Inaction / the power of urgency
19:42 - Tips for breaking free of ‘old school tactics’
24:35 - Tips to help understand the buyer
27:45 - Where to find buyers you are looking for
29:41 - Strategies to help buyers say ‘yes’
33:17 - Cultivating social proof
35:56 - Final tips, research tools, AI
40:01 - What’s next for Talica
41:45 - Where to find Talica

Connect with Talica - https://ca.linkedin.com/in/talicadavies

Visit Talica’s website - https://talicadavies.com/about

Hosted by Hilda Gan - ca.linkedin.com/in/hildagan

Visit us at - peoplebrightconsulting.com

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Hilda Gan is a sought-after expert on effective HR strategies, work culture enhancement, and employee engagement. Unique among HR consultants, Hilda combines over 25 years of HR expertise with business acumen and business owner experience.

People Bright Consulting is an award-winning HR Management Consulting firm that helps leaders of companies build the foundations for successful hiring, healthy and inclusive work culture, and engaged staff. It starts with listening to our clients and finding pragmatic customized business solutions to HR problems.

#SalesStrategy #B2BSales #SalesLeadership #RevenueGrowth

Chapters

1. Intro (00:00:00)

2. The shift in buyer behaviour (00:02:40)

3. The trust recession and the importance of trust with buyers (00:06:29)

4. Additional factors contributing to a longer sales cycle (00:11:05)

5. Return on Investment vs Cost of Inaction / the power of urgency (00:15:10)

6. Tips for breaking free of ‘old school tactics’ (00:19:42)

7. Tips to help understand the buyer (00:24:35)

8. Where to find buyers you are looking for (00:27:45)

9. Strategies to help buyers say ‘yes’ (00:29:41)

10. Cultivating social proof (00:33:17)

11. Final tips, research tools, AI (00:35:56)

12. What’s next for Talica (00:40:01)

13. Where to find Talica (00:41:45)

136 episodes