Consider this: The average buyer gets 100+ emails a day, opens just 23 percent and only clicks on 2 percent. In addition, 75 percent of B2B buyers wish vendors would put a lid on the fluffy sales-speak that’s frequently found in marketing content. Now consider that the average B2B buying committee consists of eight people, all with differing opinions and objectives, and it’s no wonder B2B buyers are looking for ways to cut through the chaos.
Learn about peer-to-peer (P2P) selling as a strategic approach to B2B sales.
Ian Levine, a board member and chief sales officer of RO Innovation, will discuss:
- What the P2P selling evolution is all about, and why it matters
- Five new ways to position your customer reference program with key influencers, including your boss
- The top priorities your peers are focusing on for their programs
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Ian Levine is a well-known sales and marketing executive with more than 30 years of industry experience. Ian brings an unusually broad perspective to go-to-market strategy, having held roles in Sales, Marketing, Product Development and Sales Operations. Ian is currently a Board Member and Chief Sales Officer of RO Innovation, a SaaS content solution that activates the Voice of the Customer for Sales. 9 of the top 10 software companies in the world use RO. Ian has also led transformation initiatives that increased market share and dramatically improved booking to expense ratios. Most recently IanI served as Head of Sales and Marketing for the global investment firm, Gordon Brothers Group. Prior to Gordon Brothers, Ian served as Senior Vice President Sales Strategy & Operations at Iron Mountain. At Iron Mountain, Ian built award winning Sales Operations, Sales Enablement and Salesforce.com teams. Prior to Iron Mountain, for 10 years, Ian served as Executive Vice President of St Paul, MN based Merrill Corporation. During this period sales rose from $300 million to over $1 billion. Follow Ian on Twitter @Salesbyian. He can be reached directly by contacting [email protected], or by visiting www.roinnovation.com.
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