Creating Commercial Insights & B2B Buying Dynamics in the Digital Era

Executive Director CEB now Gartner, Sales and Marketing
16 May 2018
Doltone House Jones Bay Wharf

Creating Commercial Insights & B2B Buying Dynamics in the Digital Era

Wednesday 16 May 2018

Doltone House Jones Bay Wharf

9am – 3pm

Traditional efforts to double down on “Customer Centricity “ and “Customer Understanding” are not having the desired effects for B2B marketers globally. Without understanding the critical factors that drive, change, influence and change customer behavior, many organizations are left to battle the forces of empowered learners, large & diverse buying groups and overwhelmed buyers.

This practical B2B Buying Dynamics Workshop will walk attendees through strategic and tactical plans on how to move beyond thought leadership and be equipped to develop  organizational capability in order to differentiate with revenue marketing.

Faced with the all too familiar commercial landscape of commoditization, stalled deals, ”good enough buying” and status quo, attendees to this workshop will walk away with the following:

  1. A deep understanding of why thought leadership doesn’t work in the new world  of buying and why the only way to consistently influence and change B2B customer buying behavior is with uniquely powerful commercial insights.
  2. A best practice and proven framework to create and deploy unique commercial insights using Gartner’s global 6 step commercial teaching choreography.
  3. How to address the 4 engines of status quo with tactical guides and templates on how to challenge, align and prescribe to B2B customers. What we commonly called the Supplier Antidote.

How to redesign your website to support and drive B2B buying.