September 4, 2006
News & Opinion: Marketing and Sales for Big Complex Selling (First of Three)
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