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This webinar introduces a new framework to hire and more rapidly enable salespeople to successfully and sustainably engage in valuable conversations with their various buyers (e.g., executives). In the age of the customer, 20th-century sales onboarding — current training methods to enable new B2B salespeople — is obsolete and far too ineffective. Learn to revise current practices that unnecessarily extend the time interval from hire-to-sales-production and lead to costly loss or misalignment of sales talent.
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Vendors mentioned: HireVue and Qstream
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Your buyers have changed, and there are some things you should know about them if you expect to get any money out of their wallets. If you're accountable for helping your company achieve its revenue goals, you should know that whatever you're doing to pre
Your buyers have changed and there are some things you should know about them if you expect to get any money out of their wallets. If you are a sales, marketing, product, or other leader with responsibility for achieving your company's revenue goals, when
Your buyers have changed and there are some things you should know about them if you expect to get any money out of their wallets. If you are a sales, marketing, product, or other leader with responsibility for achieving your company's revenue goals, you
Salespeople in different roles (e.g., strategic accounts, geographic, inside sales) and with different levels of experience have very different perspectives on selling — or do they? There are some things you should know about what salespeople think about
Business buying remains a complex process despite the arrival of new self-service technologies such as generative AI (genAI). Companies must have a deep understanding of their target market and buyers’ needs, preferences, and behaviors to assist them in decision-making. B2B marketing and sales teams also must navigate the buyer’s wider value network and prepare for their use of genAI. This webinar presents insights from Forrester’s Buyers’ Journey Survey, 2024, to help providers comprehend the obstacles that buyers encounter and discuss how to upend outdated go-to-market (GTM) strategies to help buyers make better decisions.Key takeaways: Learn how buyer behaviors have changed in the last year.Discover the reasons behind buyer frustration and the factors that cause purchase journeys to stall.Explore how buyers are using genAI to research solutions and vendors.Learn what providers must do differently to improve buyer engagement and help buyers make better buying decisions.Target audience level: all levels
Understanding performance and demonstrating accountability are perennial top priorities for B2B marketing leaders. This webinar draws on Forrester's latest quantitative research to provide a view into the current state of marketing measurement across B2B.Key takeaways:Learn about the insights gap facing B2B marketing organizations. See what metrics marketing leaders across B2B are using to steer their businesses.Hear how to advance a system of aligned measurement in your organization.Target audience level: beginner
Earlier this year, Reltio made a major transformation and shifted its revenue process from marketing qualified leads (MQLs) to buying groups and opportunities. The best part of this change: The company made this significant transformation in just 60 days! And now that it’s been live for about 10 months, the business impact and value of this transformation to the revenue process is too significant to ignore.Key takeaways:Why did Reltio make this change?What important factors were needed to make this transformation?How was Reltio able to make this transition so efficiently and successfully?What business value has Reltio earned in this transformation?Tips and advice for organizations considering making the shift from MQLs to buying groups and opportunitiesTarget audience level: intermediate