The Mind of the 2011 B2B Buyer and Beyond - Insights to decrease the length of the sales cycle

This talk will be geared towards sales, sales leaders and executives that want actionable insights and advice on how to decrease the length of time it takes a potential customer to become actual paying customers. With the advent of the social web, how people buy has fundamentally changed and traditional sales models need to be re-engineered.

"The average sales cycle is 22% longer than five... [read more]

This talk will be geared towards sales, sales leaders and executives that want actionable insights and advice on how to decrease the length of time it takes a potential customer to become actual paying customers. With the advent of the social web, how people buy has fundamentally changed and traditional sales models need to be re-engineered.

"The average sales cycle is 22% longer than five years ago." (Sirius Decisions, Buying into Longer Sales Cycles). Unfortunately, most companies have not adapted their sales approach, making it no surprise that more than 49% of companies miss their sales targets. There are also many that believe buyers are 70% down the path of purchasing before they even want to engage a sales professional. Companies that have adapted to these beliefs and have aligned with their buyers grew at 100%-500% in the middle of a recession.

Attendees can expect to develop a deeper understanding:
* The importance and impact of aligning the sales process with potential customers' buying process
* How including digital as part of your buying process is mission critical to winning more new customers, faster
* Advice on how to include digital behavior into the sales process
* Review of actual success stories and a comprehensive list of resources to enable those charged with selling to sell more, faster
* In depth examination of how marketing content should be aligned with the buying process

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