Unlocking The Potential Of Industry Technology Sales Teams

Air Date: Thursday, December 03, 2009

Cost: $250

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Presented By:

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

Technical requirements:

An Internet connection and a one-time download of the WebEx™ Player are required.