7:30am - complimentary coffee and breakfast
8:00-9:00am - event with Scott Messer and Dale Rothenberger
If you live in the world of sales, you know that customer relations and the entire lead-to-sales process have changed. The question is, has my sales program and sales representatives kept up with these changes. Here is a statistic you have probably heard before: “57% of the purchase decision is complete before a customer even calls a supplier,” (Corporate Executive Board). Marketing automation platforms, content marketers, and more cite this statistic from CEB because it offers a strong rationale for using their marketing platforms and services. After all, marketing automation and content marketing both help in the early phase of the buying cycle. They are touted as doing the hard work of capturing leads, warming them up with email nurturing, and scoring leads. Once a contact accumulates a high lead score, it’s finally time for sales to take action. Does it work? Successful sales people follow the “first in” philosophy because they know the first educational phase of the buying process, where people spend one-third of their time, 60% of buyers received information from the sales representative of the winning provider. We will study what is working and what the buyers say they want from their vendor partners.
Scott Messer and Dale Rothenberger of Sales Evolution LLC, will team up to discuss the changing market for sales. They have over 45 years of combined experience providing sales leadership to sales executives.