Randy Perry, Vice President of Sales Enablement at IDC, partnered with Erica Ranta, Director of the North American Cloud Value Advisors at Google Cloud, to discuss how our inaugural IDC survey on Value Selling Excellence relates specifically to value management. We uncovered the top challenges Members are facing and discussed strategies and best practices to employ as we enter 2021.
IDC, the premier global market intelligence firm, has partnered with Ecosystems on our inaugural Outcome Selling Advisory Ecosystem Survey on Value Selling Excellence. Randy Perry, Vice President of Sales Enablement at IDC, will explain the maturity of our community in B2B sales, customer success, sales enablement, and value management. Based on our empirical research, we will uncover the top challenges Members are facing and discuss strategies and best practices to employ as we enter 2021.
In this workshop, Mark Roberts, Americas Pursuit & Customer Success Leader at HP, shared his team’s experience on collaborating with Ecosystems and HP PS Services’ Leadership team to gain a better understanding of HP’s strengths and weaknesses and opened up new conversations with customers.
Bain & Company has robust research on why companies buy, which has been incorporated into Ecosystems’ collaborative online platform. We will discuss how to use the B2B Elements of Value to improve customer experience, drive strategic account planning, and ultimately grow and retain your most important accounts.
Steve Silver leads a discussion on the impact of digital transformation on sales and the emergence of tools powered by artificial intelligence that can enhance the performance of sales, customer success, and marketing. We discuss when and how to deploy an intelligent sales engagement tool to improve decision-making at all levels of your organization.
With over 20 years of experience consulting with both B2B sellers and buyers on closing critical deals, Steve Thompson leads a discussion on how to use your proposal as a strategic tool in closing “must-win” deals.