Audio Archive: B2B and the Complex Sale
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B2B and the Complex Sale
The nature of complex sales has changed dramatically with the adoption of the Internet as a research tool. People on the sales end are much less in control of the process because customers can now find out much about the supplier without asking them directly. Potential customers can discover facts about the finances and reputations of suppliers that were not available before. Providers and suppliers negotiate more out of the strength of knowledge they find on the Net. Now vendors are adopting some of the same capabilities provided through the Net - researching the needs of potential customers and clients, discovering what will bring value to their companies. The B2B world is becoming one where negotiation can become more well-informed before it even begins. This webinar will cover this changing landscape, addressing questions like the following:
- How do sales people train to operating in the Enterprise 2.0 world?
- What tools are available today to both vendors and buyers that did not exist 5 or 10 years ago?
- How does online B2B affect the sales cycle?
About the Panel:
Kendra Lee is a top IT seller, prospect and lead generation expert,sales advisor and business owner who knows how to shorten time torevenue in innovative ways. She is author of the award winning bookSelling Against the Goal and president of KLA Group. Specializing inthe IT industry, KLA Group helps companies rapidly penetrate andsell to small and medium sized companies. Clients include suchFortune 500 companies as Apple, Microsoft and Hewlett-Packard andnumerous small and mid-size companies. To find out more about her,read her latest articles, or to subscribe to her newsletter visitwww.klagroup.com or call +1 303.773.1285.
Ron Karr is CEO of Karr Associates, Inc., a firm that specializes in helping organizations build high performing sales cultures and customer loyalty. Ron Karr is the author of Lead, Sell or Get Out of the Way, which is on the 800 CEO Read Best Sellers List of what corporate executives are reading. He also is the author of The Titan Principleâ, The Number One Secret to Sales Success and co-author of The Complete Idiots Guide to Great Customer Service. Ron is an active member of the National Speakers Association and has been elected to serve as President in2013-2014. He is one of 700 speakers to have received the CSP (Certified Speaker Professional) designation, an earned award based on professional competencies, results and client feedback.
Maggie Fox, Moderator, Social Media Group
Maggie Fox is the founder and CEO of Social Media Group, established in 2006 and one of the world’s most highly respected independent agencies helping business navigate the socially engaged Web. Pioneers in their field, Social Media Group has developed social media strategies for some of the best-known brands in Europe and North America, including; Ford Motor Company, SAP Global Marketing, Norwegian Cruise Line, 3M and Thomson Reuters. Maggie has been interviewed about social media by The Washington Post, CBC Radio, The Globe and Mail, CBC News, CTV News, AdAge and The Financial Post, among others. She was also named one of the Top 100 Marketers in the 100th anniversary edition of Marketing Magazine and sits on the Board of the Empire Club of Canada.
Former SMT Senior Editor, currently a social media analyst/consultant. Now find me here as username Cliff Figallo.The quintessential online communities and social media veteran and expert. Founding director of The WELL, author of Hosting Web Communities ('98) and Building the Knowledge Management Network ('02).
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