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Complacency from Buyers and Sellers Led to a Greater Misalignment During the Crisis – James Rores
As James Rores from the Floriss Group mentioned during this video interview, buyers and sellers were very both very complacent when times were good. Buyers were very product-centric and were just buying stuff versus buying outcomes and impacts. Sellers only responded...
The Need for Radical Transparency – An Interview with Todd Caponi
Inside this video interview with Todd Caponi, you'll learn how consensus buying is just as hard (if not harder) than consensus selling at a time when everyone is working remotely. This creates a greater need for sales and marketing to be more transparent and...
How to Manufacture Demand When the Pipeline is Frozen
During this interview with Matt Heinz (President of Heinz Marketing), you will see how sales and marketing need to get more precise with their messaging and with their target market to show how their offering is essential during this time period. This preciseness will...
Sales and Marketing are Losing Engagement with the C-Suite – An Interview with James Harris
During this interview with James Harris (CEO at Seraph Science), you will learn how some companies are evolving fast due to C-19 but they are compromising C-Suite engagement. Personal connection and intimacy are missing from virtual events, messaging and sales and...
The Waste Found in Sales Enablement – An Interview with Scott Santucci
Within this interview with Scott Santucci (Former Research Director at Forrester), we learned that varying definitions of sales enablement, an undefined role and companies investing in everything they can to improve sales performance is leading to little returns and...
Going Beyond Lead Gen – Interview with Christopher Engman on Cutting Marketing Spend Without Damaging the Business
Within this video, with Christopher Engman (CRO & CMO at Proof Analytics) you will see that there is an imbalance in marketing spend as most companies focus on lead gen. As companies look to cut spending during the crisis he discusses cutting the marketing...
Redefining Sales Enablement to Drive Customer Growth Now – Interview with Bigtincan
Inside this video interview, John Moore (VP of Revenue Enablement at Bigtincan) shares how companies should redefine their sales enablement during this time period when very few are buying. He talks about focusing on existing customers, better serving their...
Shifting the Internal Conversation About Sales and Marketing – Interview with Michael Brenner
Within this video interview, Michael Brenner, former VP of Marketing & Content Strategy at SAP and current CEO of Marketing Insider Group shares the sales and marketing internal conversations companies should have so they are assets and they are accountable for...
Stop the Sales Drop Interview with Matt Shachter on How to Enter Conversation and Create Movement
Inside this video interview, Matt Shachter from StrategiCMO, discusses how sales and marketing teams need to take a personalized approach with companies that are an ideal fit today and in the near future if they want to enter conversations. He explains how the...
Interview with Lee Odden – Breaking Free of Status Quo Marketing Tactics
As Lee Odden mentioned in this sneak preview interview, "everything is up for grabs. There is no field marketing. There are no live experiences. Everything is digital." Watch this video to see new ways you can connect with buyers and those that are influential to...
Interview with Ardath Albee on How Buyers Have Changed But Marketing is Still the Same
Inside this Stop the Sales Drop Virtual Summit Sneak Preview Video, Ardath Albee (VP of Marketing at Modus) shares how the buyer orientation has changed. They went from a focus on growth to survival mode where they are freezing budgets, conserving cash, and trying to...
Evolving Demand Gen for Future Wins – An Interview with Carlos Hidalgo
Within this interview video, Carlos Hidalgo from DemandGen shares how companies that do not become more customer-centric are heading for peril. You'll get a sneak peek into how marketing can enter the new conversations that are created by C-19 and provide the needed...
The Sales Leadership Crisis – Sneak Preview Interview with Rob Jeppsen
As Rob Jeppsen (CEO of Xvoyant and Host of The Sales Leadership Podcast) mentioned in this sneak preview interview, the way we lead during this crisis will determine how fast we rebound and succeed. He also shares why sales leaders need to stay on the offense without...
Account-Based Customer Marketing Interview with Jessica Fewless – What 95% of Companies Miss
Watch this video interview with Jessica Fewless (Former VP of ABM Strategy at Demandbase) and see why companies need to rebalance their marketing spend and focus on existing customers as they are now re-evaluating their investments and cutting back. During this...
Improving Your Sales Conversation with Patrick Downs
In this video interview, Patrick Downs (Sales Enablement for PandaDoc), shares how tech firms continue to have one-way conversations versus understanding the buyer's priorities, needs and showing how you can support them. He spends a lot of his day on demos with sales...
Evolving Sales Enablement – A Video Interview with Scott Barker at Sales Hacker
Inside this video interview, Scott Barker from Sales Hacker shares what sales enablement and sales organizations need to do if they are seeing drops in leads, appointments and revenue. He shares how companies need to evolve if they want to get out of the devastated...
Aligning Value Based Conversation with the Buyers’ New Priorities – Interview with Julie Thomas
Watch this video interview with Julie Thomas from ValueSelling Associates and see how buyers' have shifted their priorities, how leads need to be re-qualified and how value selling conversations need to evolve. During our "Changing the Sales Game Panel" within our...
How Demand Gen and Lead Gen Need to Change in the Face of C-19 – An Interview with Lisa Shepherd
Watch this video to see the pivots that B2B organizations are making in sales, marketing and demand generation to drive both short-term growth to survive the crisis and long-term growth post-C-19. As Lisa Shepherd, President of the Mezzanine Group, mentions during...
Misaligned Knee Jerk Reactions to C-19 Will Not Drive Long-term Growth – A Video Interview with Mark Shapiro
Watch this video to see how knee jerk reactions create a misalignment between sales, marketing, operations and product teams and the impact it can have on your long-term growth and organization post-C-19. During the Stop the Sales Drop Virtual Summit, Kristina...
Marketing During the Crisis – An Interview with the Keynote Speaker
Watch this video to see how you should be marketing and selling during the crisis as we start to rebound and how "after" C-19 will be different from Pre-C-19. Then, join our community for limited or full access to the on-demand recordings for our recent virtual summit...
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