September 4, 2006

News & Opinion: Marketing and Sales for Big Complex Selling (First of Three)

By: Dylan Schleicher @ 8:55 PM – Filed under: Management & Workplace Culture

This is the first of three podcasts we will be doing on B2B sales and marketing. This is a great and evergreen topic for so many. I also think I have found two people who can do the subject justice.

In this podcast, I talk with Brian Carroll, author of Lead Generation for The Complex Sale. Next week, I interview Jill Konrath, author of Selling to Big Companies. In week three, I bring Jill and Brian together to talk about the interface between marketing and sales.

So, back to Brian. The first thing I ask in the interview is "How many companies deal with complex sales?" His answer: 250,000. That means this applies to a whole lot of you.

Complex sales are getting more complicated because more people are involved (25% more), the stakes are higher for buyers (their careers), and buyers have more information than ever. We talk about events, blogs, filtering as a way to help customers through the process.

mp3, 43:47, 30.1MB

About Dylan Schleicher

Dylan Schleicher has been a part of the 800-CEO-READ claque since 2003. Even though he's stayed on at the company, he has not stayed put. After beginning in shipping & receiving, he joined customer service and accounting before moving into his current, highly elliptical orbit of duties overseeing the ChangeThis and In the Books websites, the company's annual review of books and in-house design. He lives with his wife and two children in the Washington Heights neighborhood on Milwaukee's West Side.