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 addressed the following questions
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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?
This event was presented in Palo Alto.