The sales environment looks very different today to even three or four years ago. Research from Gartner showed that “Enterprise buyers are 57% of the way through the buying cycle before contacting a vendor” and even then only 19% of their time gets spent with all vendors combined.
The need for sales and marketing alignment has been a hot topic as a result - requiring joined up buying experiences that deliver in advance of first contact and right through to renewal. Failure to do so results in greater pipeline churn and longer sales cycles.
This combined with more stakeholders to nurture across more channels means change is a must.
Hosted by Riaz Kanani, CEO at Radiate B2B. Riaz will be joined by Andy Champion, GM EMEA at Highspot and Andrew Davies, CMO at Paddle.
This session will look at:
- How close a collaboration is needed?
- The case for bringing marketing inside sales?
- Or building sales development inside marketing?
- How the best go to market teams are adapting?
- How to nurture these teams over time to retain your best talent?
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