Gartner Sales & Marketing Conference 2018

Lots of interesting content out of the Gartner Sales & Marketing Conference that just wrapped up last week. The 2018 conference program offered resources, solutions and techniques to help commercial teams achieve the best possible outcomes for the enterprise to gain critical insights into key initiatives including:

  • Developing high performing sales teams
  • Supporting B2B demand generation
  • Establishing account-based marketing strategies
  • Improving sales productivity
  • Balancing sales and marketing efforts
  • Sourcing technology and maximizing ROI

Here are some of the highlights.

Gartner Keynote: A New Model for Customer Engagement

Brent Adamson, Distinguished VP, Advisory, Gartner

Customers see less and less value in outreach from suppliers or interactions with sales reps, putting downward pressure on access and influence. The good news: the most progressive commercial teams have found a different model for engaging customers in a way that customers not only value, but reward with higher deal quality. This session will explore what is wrong with the status quo, share insights into B2B customer buying behaviors, and introduce a powerful way to engage today’s reluctant customers.

How Effective Managers Develop High-Performing Sellers

Rick Karlton, Managing Vice President, Gartner

Today’s complex sales environment has profoundly affected what it takes to be a high-performing seller. As a result, sales managers must keep up with the changing development needs of sellers. Join this session to learn about the four types of manager profiles (Teacher, Always On, Connector, Cheerleader) and identify the profile that is most likely to succeed in developing and coaching sellers.

Redesigning Your Website to Support B2B Buying

Brent Adamson, Distinguished VP, Advisory, Gartner

Supplier websites play a crucial role in B2B buying — not just early, but all the way to the very end of a typical purchase journey. Join us for an interactive session focused on identifying specific changes to your website that will support customers’ specific buying tasks from beginning to end.

Gartner Keynote: Building a System for Buyer Enablement

Brent Adamson, Distinguished VP, Advisory, Gartner

Customers value — and reward — suppliers that meaningfully help them on the buying journey. Unfortunately, the vast majority of “content” and sales collateral not only fail to provide the help customers want, but worsen the buying journey by adding more noise. This session will explore a process commercial teams can use to create compelling customer enablement materials, as well as company examples and the tools the best sales and marketing teams are creating today for customers.

How to Align Buyer Enablement and Commercial Insight

Brent Adamson, Distinguished VP, Advisory, Gartner

Buyer Enablement and Commercial Insight both have a significant impact on deal quality, but unlike enablement, the timing of insight delivery matters.  Learn when in the buying journey Commercial Insight is most productive and how to build content that both supports purchase ease and leads uniquely back to you through new research findings.

Guest Keynote: When: The Scientific Secrets of Perfect Timing

Daniel Pink, Best-Selling Author

Everyone knows that timing is everything. But we don’t know much about timing itself. Our lives are a never-ending stream of “when” decisions: when to start a business, schedule a class, get serious about a person. Yet we make those decisions based on intuition and guesswork. Timing, it’s often assumed, is an art. In When: The Scientific Secrets of Perfect Timing, Pink shows that timing is really a science. Drawing on a rich trove of research from psychology, biology, and economics, Pink reveals how best to live, work, and succeed. Pink distills cutting-edge research and data on timing and synthesizes them into a fascinating, narrative packed session with irresistible stories and practical takeaways that give listeners compelling insights into how we can live richer, more engaged lives.

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