The way people buy B2B software has changed. The B2B sales process has morphed with B2C.
We’re spending more time online before making a purchase, with research from Gartner showing that buyers now only spend 17% of their time meeting with potential suppliers.
At the same time, we’re more skeptical than ever of Google results and five-star reviews. Cold calls go straight to voicemail.
However, one thing remains: people still trust their peers.
At the same time, there’s been an explosion of online communities over the last five years, a growth that’s been further accelerated by the pandemic, as people look for that sense of trust and connection that they’ve lost.
Next week, we’ll be hosting the first ever conference 100% focused and dedicated to Sales Development, at the Ritz-Carlton in San Francisco. September 21st.
When I originally thought up this conference, I had no idea what the response would be.
Was I the only one who thought it was time to start treating Sales Development with the respect it deserves in 2017? Was I the only one who thought this topic was important enough to warrant an entire conference dedicated to it?
Collectively, can we push this practice forward a few steps?
Well my fears have been totally allayed as the response has exceeded even my wildest estimations.
The hunger in the Sales Development world for fresh knowledge, leadership, networks, and research has been overwhelming, and even though the conference hasn’t happened yet, I already consider it a success.
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