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Embrace the Evolution: Salespeople & the Shifting Tides of Buyer Behavior

Picture this: a world where customers are armed with information at their fingertips, wielding the power to make decisions with lightning speed. Gone are the days of uninformed purchases and blind trust. Now our beloved buyers are more informed than ever, and they demand the crème de la crème—the personalized and value-driven solutions that make their hearts skip a beat.

Welcome to the era of shifting buyer behavior. It’s a rollercoaster ride of challenge, and as salespeople, it’s our chance to shine bright.

With the rise of digital technologies, our customers have transformed into savvy, well-informed beings who have set their standards sky-high. They browse the internet, engage in social media discussions, and devour reviews. They want to know every detail, every difference, every nuance before they even think about making a commitment.

What does this mean for us, the fearless sales warriors? It means we must adapt, evolve, and rise above the storm to secure our spot in the sun. It’s time to embrace the changing tides of buyer behavior and unleash our dazzling sales prowess.

1. Personalization

First and foremost, we need to shed the one-size-fits-all approach. It’s time to dive headfirst into the realm of personalization. Our customers aren’t just numbers on a spreadsheet; they are unique individuals with dreams, desires, and challenges. By understanding their needs and tailoring our solutions accordingly, we have the power to create a connection that transcends the transactional and builds loyal, longlasting relationships.

2. Value-driven solutions

Personalization alone won’t cut it, however. Our customers are well aware of their value, and they expect us to bring the same level of value to the table. No more are generic pitches and empty promises acceptable. We must become the masters of value-driven solutions, showing our customers that we understand their pain points by offering them the most attractive solutions.

3. Be a trusted advisor

As many of you know, I have been touting this for many years, and it is worth repeating: The key to thriving in this era of shifting buyer behavior lies in being more than just a salesperson; we must become trusted advisors. We need to step into our customers’ shoes, understand their dreams and aspirations, and guide them toward success with our expertise. It’s about building relationships based on trust, transparency, and genuine care.

When our customers view us as their trusted confidants, they’ll keep coming back.

Remember, the world of sales isn’t for the faint of heart. It’s a thrilling dance, an ever-changing landscape filled with twists and turns. But with the rise of digital technologies, customers have become conductors, setting the tempo and demanding excellence. So, let’s adapt, let’s evolve, and let’s conquer the world of shifting buyer behavior together.

I’ll leave you with this final thought: the world of sales is changing, and it’s time to step up and claim your place at the forefront. The journey may be challenging, but the rewards are worth every twist and turn. Embrace the evolution and let the winds of change carry you to unprecedented sales success. 

Meryl Snow

Owner, Feastivities Events, Philadelphia, PA and Senior Consultant, Certified Catering Consultants

With nearly 30 years in the special event and catering industry, Meryl Snow is the co-founder of Feastivities Events and the creator of The Triangle Method.  As a Senior Consultant for Certified Catering Consultants, Meryl travels throughout North America training clients in the areas of sales, marketing, design and branding to help businesses get on their own path to success.She is the author of Booked It! and Cha-CHING!

Meryl Snow

Catersource Advisory Council Member

Founder of