Buyer Insights And Intelligence Series

What Buyers Want: Developing A Buyer-Focused Sales Engagement Process That Works



Darryl Praill



David Hood



Andrew Gaffney

Demand Gen Report


Today’s research on sales development has been primarily sales-focused — based on sales statistics, how should sales engage with prospects to optimize their success? But, what does the buyer think? What do they expect from sales when they engage with you? Are you negatively impacting your success because you’re not engaging with them as they expect you to? 

VanillaSoft partnered with the Telfer Business School at the University of Ottawa and the American Association of Inside Sales Professionals (AA-ISP) to conduct the industry’s first-of-its-kind study that focused on the buyer. During this session, you will learn the very needs and sales engagement preferences as seen from the buyer’s point-of-view. 

Learn the specific actions inside sellers need to take to support its “buyer-focused” sales engagement process. Key takeaways include: 

  • Why word-of-mouth and review sites rank strongly across all stages of the buying cycle;
  • New communication channels to focus on;
  • How long your video content should be, according to video type;
  • Strategies around proper follow-up; and
  • Key competency tactics most important to buyers.

Attend To Win

Live attendees will be entered to win one of these smart prizes:

Be sure to attend all #bii19 sessions live for your best chance to win!

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