Buyer-first mentality is simply defined as it’s a buyer’s world, and sellers are just living in it.
In the past, traditional sellers could easily come in and build a case because they were a superstar, had great product knowledge, and were able to support the buyer’s organization. In essence, they were selling what they could accomplish for the client without ever knowing anything about them.
Technically, those days are over now. Buyers expect you to know more about what their company is all about, what they do, and potentially what they’re trying to accomplish.