Alumni

SMPIG: B2B sales cycles changing strategy

Chicago Booth Alumni Club of Chicago

August 19, 2016: 7:30 AM - 8:45 AM

Do Join us on August 19, as we take a look at digital impact on sales and marketing. Please, read the accompanying articles and bring your questions along.

Where

The Lockton Company
500 W. Monroe Street
Chicago, Illinois

Event Details

In 2000, Former Intel Corp. Chairman Andrew Grove , spoke candidly about the prospects of ecommerce to the Wall Street Journal. It was just too early, and he also acknowledged the following:

"To change the decision-making and business process infrastructures of corporations to adopt a different world is going to take a lot longer."

Today, Mobile and digital technologies have changed people's behavior and that change has crept into B2B disrupting traditional supply chains and distribution models. So is B2B any different than B2C? We thought it worth taking a look, and were surprised by some of the research.

The articles focus on changes happening in B2B sales, and we invite you review them and consider changes in your own organization's purchasing decision making process. What strategic advantages are you leveraging in the digitized marketplace and they impact your competitive advantage?

The most successful organizations, Bain & Company research suggests, use the wealth of customer data to chart and optimize the buyer's journeys to their advantage. That's research worth discussing.

Time: 7:30 am-8:45 am (Light coffee and breakfast generously provided by our hosts).

Location: The Lockton Company, 500 W. Monroe Street

Note: you must register in advance to attend. Seating is limited to the first 20 people who sign up. If for some reason you register and can't attend, PLEASE notify the organizer Rachel Kaberon (arkayuno@gmail.com) and allow others who may wish to attend your seat at the table.

Remember, Do read the articles in advance and bring your questions. Look forward to seeing you.

ARTICLES

How B2B sales will change in 2016

INC

http://www.inc.com/aj-agrawal/how-b2b-sales-will-change-in-2016.html

A little data*, from Bain, originally appeared in Forbes

1.How B2B Marketers Can Raise Their Digital Profile to Entice Customers

http://www.bain.com/publications/articles/how-b2b-marketers-can-raise-their-digital-profile-to-entice-customers-forbes.aspx

2.If you want today's customers, Change your old sales process

Forbes September 2014

http://www.forbes.com/sites/ianaltman/2014/09/30/if-you-want-todays-customers-change-your-old-sales-process/#129ea5d25b90

*Optional

We also found some detailed data and research that we have uploaded to a drop box, for those of you who are interested in getting additional details. https://www.dropbox.com/sh/jn5nfn1sdcqnxt5/AAAh9yMJedOLgjLLTT4SPqh0a?dl=0

Contents include:

•B2B Sales Survey 2016

•Content or technology? Technology every time

•Can marketing automation be the glue that helps align sales and marketing?

•Building on Data, how B2B publisher transformed to an information service provider

Cost

No Charge

Registration

Register Online

Deadline: 8/18/2016

Questions

Rachel Kaberon