According to Gartner, the average B2B buying team now includes up to 11 active members. We’ve got territories, target account lists and quotas to direct us, but within any given account, how do we know we’re maximizing our chances with the demand that could be there and how many of those 11 active team members are we missing? What does it take to get an Account Executive to really be interested in an account? How good are our Sales Development processes at serving that up? And how hard do we make it for the Account Executive to progress an early-stage opp?
Real buyer’s journeys should be a leading indicator and identifiable buying groups should be a major initial milestone, but very few teams utilize such concepts early in the process. In this session, discover more about these challenges and how to address them from Alexis Rubattino, Director of Sales Development & Operations, Salesforce together with expert marketing leaders from Talkdesk and TechTarget.
We’ll discuss:
• The realities of purchase decision-making at target accounts
• How Sales Development deployments, capabilities and processes can flex to the buying group reality
• How, using systems capability, data and process together, you can pilot more effective options
