Information Access Drives Modern Sales feat. Tom Trush

Learn how to fix your sales team's low closing rate with the seven-hour content system modern buyers demand

Your struggling sales team isn't the problem - they're being handed leads that aren't even close to ready to buy, then blamed when those leads don't convert. The brutal truth is that modern buyers now consume an average of seven hours of content and take 211 days to make a B2B purchasing decision, yet most companies are still pushing their sales teams to close deals within 48 hours of first contact. This fundamental mismatch is killing conversion rates and trapping founders back into doing sales themselves instead of scaling their businesses. In this episode, I'm joined by Tom Trush, our head coach and CMO at Predictable Profits, to expose why traditional sales processes are failing and reveal the exact content strategy that turns cold leads into buyer-ready prospects before they ever speak to your team.

Tom has been my secret weapon for over a decade, helping grow multiple companies onto the Inc 5000 fastest-growing companies list and generating well over a billion dollars in increased revenue through marketing strategies, copywriting, and coaching. As someone who's tested these buyer-journey strategies across dozens of industries, Tom brings firsthand insight into why 86% of our clients broke sales records during COVID while competitors struggled - and why this AI-driven disruption represents an even bigger opportunity for those willing to adapt their content strategy right now.

KEY TAKEAWAYS:

• The average B2B buyer now requires 211 days and seven hours of content consumption before making a purchase decision - your sales team can't overcome that timeline
• Buyers are now researchers, not prospects waiting to be educated - by the time they contact you, they've already made 80% of their buying decision through content consumption
• By 2030, 100% of buying decisions will happen through "rep-free sales experiences" where prospects decide to buy before ever speaking to sales
• Sales teams are stuck in the "founder's trap" - getting handed unqualified leads, struggling to close them, then having the founder step in to "save the day" which only creates more chaos
• The solution isn't better sales tactics - it's creating a "bingeable bank of content" across written, audio, and video formats that nurtures leads into buyer-ready prospects
• Ask yourself the difficult question: do you actually have seven hours of quality content available for prospects to consume before they reach your sales team?
• Companies that master content-driven nurturing will qualify prospects instead of selling them - sales calls become about fit, not education
• AI disruption is creating a massive divide - businesses embracing the seven-hour content strategy will capture unprecedented market share while competitors who ignore this change will simply disappear

Growing your business is hard, but it doesn't have to be. In this podcast, we will be discussing top level strategies for both growing and expanding your business beyond seven figures.

The show will feature a mix of pure content and expert interviews to present key concepts and fundamental topics in a variety of different formats. We believe that this format will enable our listeners to learn the most from the show, implement more in their businesses, and get real value out of the podcast. Enjoy the show.

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