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Selling in a Buyer-Centric World
Wednesday, April 18, 2012 from 6:30 PM to 9:00 PM (EDT)
Buyers today are tuning out traditional marketing messaging . Markets are mature, saturated, and cluttered with vendors. You’re finding it difficult to rise above the noise. With so many options to choose from, buyers are increasingly overwhelmed making decision making more difficult. And decision makers are further insulating themselves from vendors.
Conversely, buyers are participating on social websites and forums to tap into the “collective knowledge” of the market to solve business problems. They have their own unique “collaborative buying process” to help their team (internal and external) with consensus building and decision-making. They have to build a more “strategic contextual business case” that’s relevant in their own world (about 60-70% of the total buying process), before they reach out to only those vendors that make their “short list.”
With this growing disconnect between buyers and vendors, buyers' expectations of sellers are changing.
This session will explore developing customer relationships, influencing requirements, and driving sales in this new buyer-centric environment.
In this session we will:
- Discuss the “buyer-centric” approach
- Take a look at the social market snapshot of the CRM market to showcase the opportunity each of us have to “lead the market with buyer, not with product.”
- Begin to build a road map to help guide you through this evolution (buyer-centric marketing, network selling, customer adoption
This event is for women only.
Judy Mod, principal of Social Gastronomy, is an executive who is helping organizations transform from solution-centric to buyer-centric in their approach to their markets, their customers, and their companies' operations. Her specialties include Collaborative Buying, Buyer-Centric Marketing, Behavioral Target Marketing, Network Selling, and Customer Adoption. Judy co-founded and is the president of the Social Executive Council, the premiere global group of senior executives who are collaborating on becoming cross-functional, enterprise-wide buyer-centric organizations. Judy’s career spans over 28 years in B2B delivering top line revenue in a diversity of industries (chemical/petrochemical/O&G, process/manufacturing, environmental, microelectronics, high technology) and in various roles (global sales, business development, marketing, strategic alliances/channels/partnerships, consulting). A recognized early adopter, she has the ability to merge the needs of organizations with the innovative solutions in the marketplace. Judy is a regular speaker and blogger on social market leadership, buyer-centric organizations and the social enterprise. Previously, she served as president of the Southeast US / Latin America chapter of the Association of Strategic Alliance Professionals and on the boards of Global EXEC Women, Women in Technology and It’s The Journey, a 501(c) 3 serving the breast cancer community.
A graduate of Cleveland State University with a bachelor’s degree in Chemical Engineering, Judy also holds an MBA from the University of Dallas. For more information on Judy, you can check out her LinkedIn profile at www.linkedin.com/in/judymod, follow her on Twitter at http://twitter.com/JudyMod or contact her directly at firstname.lastname@example.org)