The Collaborator was joined in this Roundtable by Mary Tafuri (Chief Sales Enablement Officer at IBM) and  Dr. Jeremy Noad (Global Director Sales Effectiveness at Linde) to discuss strategic and tactical changes they are looking to make as we head into 2021.

Mary and Jeremy discussed:

👉 Simplify cross-selling for your teams by focusing on teaching them about use cases you support. Your customers think about their challenges, not your products, align how you work and think with how your buyers do so.

👉 60-70% of the buyer journey takes place without talking to you, help your SMEs and sellers be a part of the education system taking place where the buyers are looking. It's not just about advertising, it's about the high quality education systems you must be a part of.

👉 In looking ahead, focus on maintaining and building the excitement and education level in your teams. Find ways to lift them up and they will lift up themselves, and your business, in the process.

Thank you so much everyone, together we can accomplish so very much!

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