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

  • Aired JULY 16, 2019
  • On Demand

Speakers:

darryl-praill

Darryl Praill

VanillaSoft

david-hood

David Hood

VanillaSoft

cos19_0319_demandbase_andrew

Andrew Gaffney

Demand Gen Report

Overview

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.

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Presented by
Demand Gen Report
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