VEChannel Event Profile

How to Realign Your Sell Cycle to Match Your Prospects Buy Cycle

In the July Issue of Harvard Business Review, HBRs publisher Tom Stewart pointed out that "Customers buying processes have evolved in our world of ubiquitous, global communications, but companies selling processes have for the most part stayed the same." Stewart based his statement on the results of a comprehensive research study of 1,275 companies worldwide, by CSO Insights featured in that issue. On October 31st, we are pleased to have the coauthor of that study, Jim Dickie, Managing Partner for CSO Insights join us to share the challenges associated with having a selling cycle misaligned with the buying cycle and what sales teams need to do to better service the new prospects that begin the buying cycle much earlier than ever before. In addition, using case study examples collected from 100s of firms, Jim will provide insights into how companies are turning "how" they sell into a strategic competitive advantage. By attending, you will learn: How your customers buying cycle is evolving, and how your sales team can be prepared to counteract this. The "what" of sales firms. What are the most important objectives that firms are striving to accomplish in the coming year. The "how" of sales, or the tactics and strategies that companies are using to achieve these goals. Landslide Moves R Ask renowned experts and personalities your specific questions about sales and marketing with Landslide Moves R a series of internetbased talk shows where instead of a few minutes of Q&A, you can ask questions throughout the show.

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