Perhaps a third of B2B buyers might be willing to conduct fully-virtual transactions for new products up to a value of approximately USD 500,000, according to a McKinsey report, but they are less willing to do so for bigger deals. So how will B2B sales in the communications industry change in the future? What permanent changes might we see in outbound and inbound marketing, inside sales, field sales, and customer support? What new skills might sales professionals need? How will C-suite preferences evolve? What new tools, platforms, or practices could emerge? How will buyer expectations shift?
Moderator:
Gary Kim, Consultant, IP Carrier
Panelists:
Matt Bramson, Founder & Managing Partner, Cloud Strategy Solutions
Marc Halbfinger, Chief Executive Officer, PCCW Global
Nancy Ridge, Founder & President, Ridge Innovative
Elmar Rode, Director Communications Industry Strategy Group, Oracle
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