Unlocking The Potential Of Industry Technology Sales Teams
Thursday, December 03, 2009, 1:00 p.m.-2:00 p.m. Eastern time (18:00-19:00 UK time)
Presented By:
Ellen Carney
Senior Analyst
Forrester Research, Inc.
Cost: $250
Who should attend: Technology Sales Enablement professionals
Description:
Vendor sales staffs play a key role in the buyer research process, but does that vendor role change depending on the mix of hardware, software, services, or security that's being pitched? In this teleconference, Forrester looks at how two industries — banking and insurance — tap into the sales person's industry, domain, and specific technical know-how and at which stage of the tech sales cycle. By understanding how much weight buyers place on the sales team when buying business technology, vendors can improve win rates, shorten sales cycles, and reduce sales costs.
Agenda:
- The mix of traditional media that banks and insurers use when researching specific technology purchases
- How the specific technology influences the part that the vendor sales team might play when selling to banks and insurers
- Why aligning sales team composition by stage and buyer attitude matters
- Forrester's five steps to getting your sales efforts steered in the right direction
Related Research:
How Banks And Insurers Shop For Technology
by Ellen Carney, October 28, 2008
Pick The Right Sales Strategy To Sell To Insurers
by Ellen Carney, Scott Santucci, July 15, 2009
An Internet connection and a one-time download of the WebEx™ Player are required.
You will receive dialing and WebEx instructions via email prior to the Event.
If you have any problems accessing the teleconference presentation, please call the Client Resource Center at +1 866.FORRESTER (367.7378) or +1 617.613.5730 and identify yourself as a teleconference attendee.
