September 4, 2006
Marketing and Sales for Big Complex Selling (First of Three)
This is the first of three podcasts we will be doing on B2B sales and marketing. This is a great and evergreen topic for so many. I also think I have found two people who can do the subject justice.
In this podcast, I talk with Brian Carroll, author of Lead Generation for The Complex Sale. Next week, I interview Jill Konrath, author of Selling to Big Companies. In week three, I bring Jill and Brian together to talk about the interface between marketing and sales.
So, back to Brian. The first thing I ask in the interview is "How many companies deal with complex sales?" His answer: 250,000. That means this applies to a whole lot of you.
Complex sales are getting more complicated because more people are involved (25% more), the stakes are higher for buyers (their careers), and buyers have more information than ever. We talk about events, blogs, filtering as a way to help customers through the process.
mp3, 43:47, 30.1MB
Posted by Todd S. at September 4, 2006 3:55 PM