Why They Buy w/ Kristin Zhivago

Kristin Zhivago is President of Zhivago Partners, a digital marketing management company. She is an expert on the customer’s buying process and has spent years as a revenue coach, teaching CEOs and entrepreneurs how to sell more by understanding what their customers want to buy and how they want to buy it. She is the author of the 5-star book, Roadmap to Revenue: How to Sell the Way Your Customers Want to Buy, named one of the top sales and marketing books by Forbes. Mentioned in this Episode: The Alchemist by Paulo CoelhoData Smog by David ShenkTime Codes: (2:48) - What is it like to wake up alone in the middle of the ocean?(11:40) - How does one become a Revenue Coach?(15:01) - How have you used your method to determine your own strengths and weaknesses? (17:45) - How does this work apply to a department selling their work internally?(26:04) - Are there core principles that people are looking for when they buy?(30:44) - Do you find that the desires, concerns, and questions are the same from clients who buy from one specific company?(32:37) - What are the base characteristics needed to lump someone into a buyer group?(33:53) - What advice do you have to get through to people who are dealing with burnout and may not want to talk to you?(41:35) - What mistakes are you seeing people in your field make?(42:48) - How often do you find that people can’t articulate why they do or don’t buy?(49:03) - What are you sick of talking about?(50:31) - What are you most excited to be talking about?(53:02) - Why is the word “love” such a hang-up?(55:25) - What is the purpose of business?(56:07) - Where can people find you?