Summit 2013 Highlights: How to Conquer the Changing World of B2B Buying

What you'll learn

• Most B2B salespeople agreed that the sales process for B2B products and solutions rarely includes the education phase of the buying process. - During the education and solution phases of the buying cycle, CXO buyers rely heavily on colleagues, personal networks and third-party experts in forming their opinions about what to buy. - Because sales has been effectively shut out of the process of educating buyers directly, B2B salespeople must rely on marketers – or develop their own marketing skills – to reach B2B buyers. - During the final phase of the buyer’s journey, vendor selection, CXOs look to connect with vendor executives and search for content to justify their decision. To validate a vendor selection, CXO buyers rely most heavily on customer references and their prior experience with the vendor.

Topics covered