Unlocking The Potential Of Industry Technology Sales Teams
Air Date: Thursday, December 03, 2009
Cost: $250
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Presented By:
Ellen Carney Senior Analyst Forrester Research, Inc.
Christina Lee
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