Watch sales people react to any marketing presentation, and the disconnect between the teams is palpable. When the reps’ most mundane smartphone updates are more compelling than the marketer’s plans to facilitate their success, it’s clear that marketing and sales are operating from different playbooks.
In this session, Adele Revella presents a plan to build a marketing team that provides key insights into the one topic that dominates the agenda of every successful sales person: how and why buyers choose among their options and what you can do to influence that decision.
Based on more than 25 years in the trenches as a B2B sales and marketing executive, trainer, and author, Adele reveals the steps that are enabling marketers to conduct buyer interviews and probe for facts about what really motivates their decisions – new insights that the buyer hasn’t yet shared with anyone. You’ll see how to build this new competency as the foundation of credibility and trust with all the marketer’s key audiences, including the sales people and the buyers themselves.
Attend this engaging session to:
• See how marketing can help sales people once they fully appreciate the buyers’ perspectives
• Learn about the surprising facts your buyers haven’t shared with anyone, but will reveal under the right circumstances
• Understand the culture and skills that make it possible to build buyer expertise into the marketing organization
• Discover the 5 areas of focus that will unite your sales and marketing teams around a shared mission to persuade buyers to choose you
Who Should Attend: EVPs, RVPs, VP, Sales Managers , Sales Strategists, Top Performers with an eye on the C-Suite
About Adele Revella