{"version":"1.0","type":"rich","provider_name":"Acast","provider_url":"https://acast.com","height":250,"width":700,"html":"<iframe src=\"https://embed.acast.com/$/62d5441821055c0013a306a2/62d561b8c5899000121329ed?\" frameBorder=\"0\" width=\"700\" height=\"250\"></iframe>","title":"The evolution of the outbound animal","thumbnail_width":200,"thumbnail_height":200,"thumbnail_url":"https://open-images.acast.com/shows/62d5441821055c0013a306a2/1658151329960-ae31d1cbbd0dc438c249cd792085f462.jpeg?height=200","description":"<p>When the world changes, you need to evolve. In B2B sales today, evolution is now a necessity.</p><p><br></p><p>With only 17% of buyers' time spent across all suppliers and almost half the time spent independently researching (Gartner), sales teams need to change.</p><p><br></p><p>Worse, increasingly the new generation of buyers prefer a rep-free buying experience. Today 54% of millennials prefer it vs 29% of Baby Boomers. It is only the complexity of the purchase that is keeping those communications alive (Gartner).</p><p><br></p><p>The place where sales interactions occur is changing as well. Gartner has predicted that by 2025, 80% of B2B sales interactions between suppliers and buyers will occur in digital channels.</p><p><br></p><p>How then to evolve?</p><p><br></p><p>Hosted by Riaz Kanani, Founder/CEO at <a href=\"https://radiateb2b.com\" rel=\"noopener noreferrer\" target=\"_blank\">Radiate B2B</a>, he will be joined by:</p><p><br></p><ul><li>Adam Gray, Co-founder DLA Ignite</li><li>Alex Abbott, Founder at Supero</li><li>Nadja Komnenic, Head of Business Development at Lemlist</li></ul><p><br></p><p>This session will cover:</p><p>1. The changing buyer. What has changed and what does it mean?</p><p>2. Balancing automation vs manual</p><p>3. The rise of the dark funnel</p><p>4. Online vs offline - what has changed?</p><p>5. Personal branding and sales</p>","author_name":"Riaz Kanani"}