Secrets to Selling Dynamics: The Importance of Educational Content in the Modern Sales Process

This session is part of the “How to Sell” webinar series for VARs and SIs.

B2B technology buyers today tend to spend up to 80% of their time researching cloud-based solutions before they engage with their Microsoft Partner or ISV Seller. This makes it increasingly crucial for business development teams to understand how to leverage an educational nurture program that can support these prospects in their buying process research. To help you with this, we have assembled a panel of expert sales and marketing leaders. We invite you to attend this Expert Panel Discussion, which will teach you how to connect with and influence the modern technology buyer effectively. Our fast-paced session will cover the following topics: 

Session Outline
•    The role of the seller in providing a seamless and informative buying experience.
•    What information is the buyer searching for while conducting their research?"
•    The role of content in the five stages of the modern buying process.
•    How can you update my sales process to align with the modern buying process?

About our facilitator Rick McCutcheon
Rick has had a successful career selling millions of dollars worth of business applications, licenses, and services. He is currently assisting Microsoft Partners in improving their business outcomes. Rick has received the esteemed title of CSP (Certified Sales Professional) with Distinction and has been honoured with the MVP Award for Dynamics Business Applications ten times. He has travelled worldwide as a professional speaker and workshop leader, delivering practical and innovative messages on modern selling strategies to thousands of Microsoft business professionals.