Marketing and Sales getting more complex

This from b2b.com January 7, 2010...

There's no escaping the reality of today's sales environment – a more discerning and educated buyer has lengthened sales cycles and puts more pressure on Sales and Marketing professionals. Plus, the increasing availability of information has changed customers path to purchase and social media and online channels have heightened expectations and created a more educated and demanding customer.

Data from 5,000+ B2B customers shows that vendors that deliver value beyond simply matching products to customer needs have a distinct competitive advantage.

Unfortunately, many sales and marketing organizations struggle to deliver insight that truly assists buyers.

Sales and Marketing teams need to align around a strategy that creates an effective "purchase experience" for buyers. Steve Woods, CTO of Eloqua and Anthony Anticole, Director of the Marketing and Sales Practice of the Corporate Executive Board, will address the following topics during this live session:

* How to understand where buyers are in their purchase experience through observations of their online behavior
* How to design scalable interactions (social media, tradeshows, webinars, web sites, etc.) to reach buyers where they are
* How to assist prospects in their buying process – directly, with relevant content

WHAT IS YOUR COMPANY DOING ABOUT THE NEW TRENDS? HAVE YOU CONSIDERED ONLINE VIDEO AS PART OF YOUR MARKETING?