Best Practice Report

Getting Buy-In for a Buyer-Centric Sales Presentation Process

January 1st, 2018
Barry Vasudevan, VP, Principal Analyst
Barry Vasudevan VP, Principal Analyst

Summary

To help sales reps from the beginning of the fiscal year to the “last out” and reduce the time they spend on non-selling activities, portfolio marketing must provide buyer-centric content for sales presentations. This is crucial, as B2B buyers consistently report that sales presentations are among the most meaningful asset types used during each phase and stage of the buying cycle. In this report, we describe a three-step approach that portfolio marketing leaders can use to ensure that sales presentations focus on buyers rather than products.

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