Buyers claim that they’re 60-70% of the way through their purchasing decisions by the time they engage one of your salespeople. Yet 60% of most companies’ qualified pipelines are ending up in “no decision.” Your prospects may feel that they’re close to choosing a solution to their business issues, but their actual decision (or lack thereof) reveals that they weren’t convinced that they ever had an urgent challenge to begin with. Learn how to pepper your marketing messages and prepare your salespeople with content that breaks through your prospects’ status quo barriers, builds a buying vision for your solution and creates an unfair bias for your solutions before the competitive bake-off even begins.
Mitch Askenas, Piksel
Scott Weinhold, Corporate Visions
Brian McGuire, senior director of marketing communications; Patrick Flanigan, vice president of sales enablement; and Audra Scheer, senior director, sales training, ADP; and Tim Riesterer, chief strategy and marketing officer, Corporate VisionsToo often big initiatives fail because they are the product of one department or a siloed part of a company. In the case of Customer Conversations That Win, it takes an alliance between all key parts of the “commercial engine” – marketing, enablement and sales training – to drive true transformation. ADP is an example of a company working every angle for the past few years to make this part of its DNA. In this panel discussion, Tim Riesterer will moderate a discussion among executives from each of these three areas to show you how they come together to execute the messages, tools and skills needed for Conversations That Win.
Every company invests in client-facing and sales-facing content, yet nearly all of them complain that what they have isn’t right. Beyond simple content reuse, we’ll share examples of how your peers are looking across many content assets, and repackaging and elevating existing content in new and interesting ways that support targeted conversations.
André Pino, CloudBees
Jody Canavan, Corporate Visions
It’s not enough just to grab your prospect’s attention with statistics, research and industry facts. Instead, you must deliberately use these tools to illuminate and intensify the challenges – both known and unknown – that your prospect faces. This session will focus on bringing meaningful insight with the numbers and data you share – making them true weapons in the battle to overcome the status quo.
Adam Birenbaum, CUNA Mutual Group
Paul George, Corporate Visions