Forrester Roundtable: The New Playbook for Insight-Driven Selling

Join Steve Silver, Vice President of Forrester’s sales operations practice, Cameron Napps, Vice President of Strategy and Operations and G2, Michael Flannery, the Chief Marketing Officer at Windstream and Sharad Verma, Co-Founder and CEO and BoostUp.ai, for an interactive dialogue on the value and new playbook of insight-driven selling.

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The New Playbook for Insight-driven Selling

Speakers:

  • Steve Silver, VP, Research Director, Sales Operations Strategies at Forrester
  • Cameron Napps, Vice President of Strategy and Operations and G2
  • Michael Flannery, the Chief Marketing Officer at Windstream
  • Sharad Verma, Co-Founder and CEO and BoostUp.ai

The last decade has seen a dramatic shift in B2B buying and selling. Digital buying, information parity, the rise of inside sales, and customer preferences for offerings that deliver shorter time to value have permanently altered how B2B buyers evaluate and purchase services, consulting, and advisory.

To succeed, sales and sales operations leaders must throw out the old playbook that relies on a small set of intuition-driven superstar reps to achieve quota. Instead, they must pivot to an insight-driven sales system that takes a more scientific and data-driven approach to acquiring new customers, while keeping the customers you already have. Sales leaders have an opportunity to lead their organizations through these changes, ensuring they can adapt and thrive in this new environment, but it won’t be easy.

Join Steve Silver, Vice President of Forrester’s sales operations practice, Cameron Napps, Vice President of Strategy and Operations and G2, Michael Flannery, the Chief Marketing Officer at Windstream and Sharad Verma, Co-Founder and CEO and BoostUp.ai, for an interactive dialogue as we discuss:

  • The evolution of the B2B buyer and the forces driving the evolution of the modern sales ecosystem
  • A definition of an insight-driven sales system
  • How organizations are leveraging new sales technologies to reduce non-core selling time, capture more insights about buyers, and improve solution design

 

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Marco Pasqualina

Marco Pasqualina SVP & Head of Sales | Toluna

With BoostUp, we now have a complete picture of accounts, opportunities, and associated contacts across the entire customer lifecycle, from acquisition to advocacy. This has made us easily 5 times as efficient, 2x more confident in our forecasting approach and projections, and we shaved off 20 hours a month in our forecasting preparations.