Summit Europe Sessions Closing the Sales Knowledge Gap in Region

Closing the Sales Knowledge Gap in Region

Speaker(s):  Heather Cole, Christina McKeon

Syndicate(s): Portfolio Marketing, Sales Executive

Focus: Operationalize

Priorities: Sales Knowledge Transfer; Ongoing Learning and Development

Most regional sales leaders find that knowledge gaps among sales reps are a key reason for not achieving quota. However, b-to-b buyers continue to report that the sales rep from the winning provider has a strong impact on their decisionmaking. What is it that winning providers do differently to address sales knowledge gaps and increase the effectiveness of buyer interactions with sales reps? This presentation will provide the following benefits:

For sales, marketing and product:

  • Understand what winning providers do differently to transfer knowledge so sales reps bring value to interactions with buyers
  • Gain insight into how buyers perceive sales interactions and the confidence level of sales reps to execute interactions
  • Learn how regional marketing and sales interlock to create and deliver sales knowledge transfer programs that close the common sales knowledge gaps