Partners in Excellence

JUNE 20, 2023

I read a post by a respected sales expert on “Information Asymmetry.” But, there are more important aspects of Information Asymmetry we fail to leverage to full impact. As sellers we create great value in reducing this information asymmetry. Why wouldn’t we be driven to do this?

Drivers/motivators 81

Drivers/motivators High impact Trust Education 81

Partners in Excellence

APRIL 14, 2022

In the old days, when I used to hail a horse drawn carriage to take me to my customers in Wall Street, one of the most important advantages salespeople had was “information.” Not just information about products and services, but what customers were doing, trends and issues that were happening in the industry.

Quota 94

Quota Pitch Customers Product 94

Martech

JUNE 26, 2023

Upon arriving on time, however, your co-worker was told that the information she received over the phone was incorrect and that she would have to wait an additional 20 minutes until her mom was discharged. Unbeknownst to you, in this scenario, your co-worker had to pick up her mom at the hospital before the meeting.

Drivers/motivators 100

Drivers/motivators Hospitality Objectives and Key Results Campaign 100

ConversionXL

APRIL 1, 2019

It has its origins in an academic paper that challenges a traditional assumption of information asymmetry. As the authors explain, however: Better-informed agents are unable to ignore private information even when it is in their interest to do so; more information is not always better. What do they like best?

Pitch 133

Pitch A/B testing Up-sell Launch 133

Advertisement

The perception is that buyers are “in control” and armed with more information than ever before. But what research has discovered is that many of today’s B2B buyers are NOT empowered and, what’s more, they have little interest in being so.

Consult

Hubspot

JANUARY 9, 2020

But when it comes to choosing an enterprise software solution to fuel this growth, information asymmetry can get in the way of buyers picking the right provider for their team’s needs.

A/B testing 71

A/B testing Technology Technology B2C 71

ConversionXL

OCTOBER 20, 2016

Hide crucial information to try to maintain knowledge asymmetry (this paradigm is slowly fading away, but still not gone). Blame the customer when things go wrong. Make it impossible to cancel your account without calling a customer support line (oh, and make that contact info really hard to find).

Contact 115

Contact Consult Referrals Management Consulting 115