Join Iris Meijer from Verizon Business who will be exploring the concept of Velocity Selling and use of A.I. in both sales and marketing excellence
AI/ML integrations into various aspects of our marketing/selling landscape.

With the growing crisis in sales talent, it is not surprising that chief sales officers have identified talent recruitment as their top external challenge in 2023. Sales leaders are struggling to keep the sales reps they have, and are having a harder time finding and developing sales reps to replace them. With the economy booming, changing attitudes and poor management of the recruitment and development process is affecting sales organizations. Retaining sales talent and attrition is at a all time high in every industry. Join this panel discussion with growth leaders to gather insight into how to gain control over the economics of recruiting and retaining selling talent.

Turning data into revenue is one of the top talking points of the year. In fact, business leaders know that as organizations adapt and grow in a disruptive landscape – faster delivery, reliability and scalability are critical to unlock new revenue streams. Therefore, enhancing commercial offerings with valuable data and analytics in a post-pandemic world.
Increased competitive pressures also put more strain on teams to deliver product differentiation and find new revenue streams that will grow customer stickiness. Sales executives spend as little as one-third of their time performing sales activities; 64% of their time is spent doing non-revenue generating administrative tasks or inside sales research.* Artificial intelligence technologies have enabled the automation of many of these administrative tasks and not only free up a lot more front-office sales time, they also result in a complete, accurate and impartial data set on which to base enterprise decisions( Forbes Insights). Data and analytics are now taking centre-stage to deliver growth, drive revenue generation and enhance overall business outcomes. So, how can we use data and analytics as a competitive differentiator?

•How important is it to make data strategy a fundamental part of our revenue and company growth strategy?
•What are some of the current roadblocks in having a more buyer-focused & data-driven strategy?
•Where do you see key gaps or blind spots in the data that’s being gathered throughout your organization to serve your buyer in a more personalized way?
•How can analytics and data act as a competitive differentiator?
•How do you enable sellers to leverage data in their selling motion?
•What should the ideal tech stack look like for a revenue organization to draw those crucial data insights?

There are a number of factors that are influencing business conditions heading into 2023, including geopolitical conflicts, inflationary pressures, shifts in consumer spending, disruption in supply chains, and a decrease in consumer confidence. How are CSO’s responding with the workplace introducing new challenges: hybrid work, multigenerational workforces and sales talent shortages to name a few. After the pandemic, global business conditions are also sweeping across the globe in a blink of an eye .Leadership and forward thinking is difficult in radically changing times and environments.

Sales and Marketing teams have traditionally operated in silos but now more than ever this is not a viable strategy and no longer possible for these two functions to remain distinct. With CSO’s and CMO’s playing separate roles and focusing on distinct results in revenue life cycle they must collaborate. In order to meet goals, leaders must collaborate across a series of revenue- generating activities .Without a collaborative approach , these teams can face numerous challenges that will impact revenue, including a lack of a cohesive message when communicating with prospects and customers. This issue often begins with data integrity. In today’s B2B culture, customers expect a seamless buying experience, even when dealing with multiple individuals across different teams in a company.
The benefits of a collaborative approach are clear: sales and marketing teams that work with close alignment have shown a 67% improvement in closing deals. However, without a single source of truth for valuable customer data, sales teams will find themselves stumbling through interactions with customers frustrated with repeating themselves. Or, even worse, data gaps can cause missed critical opportunities when vital information is missing or inaccurate. It can be difficult to maintain up-to-date and accurate CRM records when reps are communicating to prospects and customers with different tools that don’t necessarily sync to the CRM automatically.
As companies continue to scale and grow ever larger, how can enterprise sales teams address misalignment caused from working from different platforms and sets of data, without sacrificing valuable sales tools or productivity?

How are enterprise companies breaking down internal team silos to fuel growth? A unified strategy for aligning sales and marketing teams. In this session, hear from LeanData’s CRO Steve DeMarco, as he outlines three strategies to maximize revenue by aligning teams based on the principles of agility, transparency, and accountability.

Set up your sales and marketing teams for success. Start from your Total Addressable Market and Ideal Buyer Profile to prioritize territories, rationalize marketing tactics, and reach the best prospects at the right time and identify the best install base upsell/cross-sell plays.
The top B2B companies are establishing AI-based revenue radar systems for their teams to find and create closeable business. Learn how to create a targeting system, leveraging buyer profiles and advanced machine learning. The buying signal science centers around Account Fit, Account Readiness, Buyer Fit, and Buyer Readiness.
Generating pipeline becomes a much more successful effort when everyone is focused on finding the right companies and the people who are ready to buy now.

Everyone wants to be part of a “high growth organization,” but what it takes to survive—and ultimately, thrive—to achieve success in this type of environment takes grit, guts and resiliency. This session will provide a case study, lessons learned and ideas to consider for those that find themselves on, or interested in, an accelerated growth journey.