The Death Of The Salesman?
Marketing automation may appear to reduce the need for interaction with bidders - yet the human element in selling has never been more important
New marketing techniques might appear to reduce the need for interaction with your customers and prospects – and some statistics suggest that people move further along the decision making process without such interaction. The human element in selling has never been more important, however, because new digital tactics often widen the gap between you and your customer, rather than close it.
How do you get the buyers' attention, create opportunities to influence their thinking and ensure they remember you? New digital technologies have not replaced this challenge, but made it more acute! This session will demonstrate how you can achieve differentiation in today's environment by embracing and using digital techniques and tactics as enablers, rather than resisting them.
A senior partner at Gilroy, a leading B2B communications company, Matt Neal has created and managed communications programmes that have successfully supported client deals with a value of up to £60m a year. His experience covers a wide range of leading brands including Capgemini, Vodafone, Global Enterprise, Fujitsu, Samsung, Computacenter and Ericsson.