SiriusDecisions Forums
Forums inform participants by diving deeper into emerging trends in sales, marketing and product performance. Participants gain data, insight and best practices they can use to optimize the efficiency and effectiveness of key initiatives impacting the revenue engine, go-to-market strategy, campaign planning and program execution. These half-day, topic-based, interactive sessions are delivered in person on a quarterly basis.
To register interest please contact: [email protected]
Building a Buyer-Centric Sales Presentation
Speaker(s): Nancy Maluso and Rachel Young
Date: Wednesday August 02, 2017 | 08:00 AM
Location: Palo Alto
Description
Data from SiriusDecisions’ study of b-to- b buying behaviors indicates that sales presentations are among the most impactful content assets across all buying cycle phases. Despite this fact, we find that this deliverable receives little attention from marketing, leaving reps with assets that fail to compel buyers to consider change or strongly link buyer challenges to proposed offerings. In response, reps create their own materials, resulting in inconsistent messaging and lost selling time. During this event we will address the following questions
- What are the the benefits of sales presentations that align to buying and sales cycles?
- What do buyers want from sales reps across each sales process stage?
- How do you develop and disseminate a buyer-centric sales presentation?
Gathering Customer Insights in the Innovation Process
Speaker(s): Jeff Lash and Lisa Nakano
Date: Tuesday July 18, 2017 | 08:00 AM
Location: Atlanta
Description
Leading b-to-b organizations use a variety of techniques and approaches to better understand different buyer roles and use that to not only drive improvements in the customer experience and go-to-market strategy but also in the innovation process. This event provides:
- Best practices for obtaining customer feedback and applying that to product innovation
- Insight into how customer experience teams can become integral partners in the product innovation process
- Different techniques to gain a better understanding of customers and the different roles and functions involved
- Tools and technologies that can assist in soliciting and organizing customer feedback
The Demand Spectrum - Amsterdam
Speaker(s): Julian Archer and Bob Peterson
Date: Thursday June 29, 2017 | 08:30 AM
Location: Amsterdam
Description
In this Forum, we will address the following topics:
- What is account-based marketing and how is it distinguished from marketing to accounts?
- An explanation of the SiriusDecisions Demand Spectrum
- What insights are required to support the different strategies along the Demand Spectrum?
- How the level of joint participation between sales and marketing will affect demand creation along the spectrum?
- What degree of account differentiation is possible along the Demand Spectrum?
The Demand Spectrum - Paris
Speaker(s): Julian Archer and Bob Peterson
Date: Wednesday June 28, 2017 | 08:30 AM
Location: Paris
Description
In this Forum, we will address the following topics:
- What is account-based marketing and how is it distinguished from marketing to accounts?
- An explanation of the SiriusDecisions Demand Spectrum
- What insights are required to support the different strategies along the Demand Spectrum?
- How the level of joint participation between sales and marketing will affect demand creation along the spectrum?
- What degree of account differentiation is possible along the Demand Spectrum?
The Demand Spectrum - London
Speaker(s): Julian Archer and Bob Peterson
Date: Tuesday June 27, 2017 | 08:30 AM
Location: London
Description
In this Forum, we will address the following topics:
- What is account-based marketing and how is it distinguished from marketing to accounts?
- An explanation of the SiriusDecisions Demand Spectrum
- What insights are required to support the different strategies along the Demand Spectrum?
- How the level of joint participation between sales and marketing will affect demand creation along the spectrum?
- What degree of account differentiation is possible along the Demand Spectrum?