An Ice Cold Bucket of Reality - The Challenge of Selling to Today's Harried Buyer
Savo held their annual user group meeting in Chicago on October 26th and 27th. Two hundred people working on Sales Enablement (SE) attended and a number of very interesting keynotes and customer presentations were given. Jill Konrath provided a very entertaining and sobering take on the challenge of marketing and selling to today's harried (understatement of the year) buyers. The centerpiece of her talk was an improvised role playing exercise in which Jill played a sales executive that was a key target for a fictitious company. The point was to show what everyday life is like for our prospects before we ever try to contact them. It was the start of her day and she had to get a presentation ready for the quarterly board meeting that afternoon. The CMO is the first to walk into her office to complain about sales not following up on marketing leads and they have the "marketing leads are crap" argument. "You were in our lead scoring meeting you have no excuse." ...