The “heads down” generation has officially taken its seat at the B2B decision making table. A new buy side survey conducted by Forrester Consulting on behalf of Outreach revealed that 93% Millennials make business purchase decisions with their own (55%) or a shared (35%) budget. The in-person meeting, once a staple in every seller’s arsenal, is now the third most preferred buyer interaction channel – after the virtual meeting and phone conversation. In addition to preferences for digital and remote channels, today’s buying process is more complicated and protracted. And yet, many selling organizations are still stuck using legacy technologies and antiquated tactics.
Drawing from recent buyside and sellside research, Mary’s session will cover the increasingly important roles sales technologies play in the successful execution of the sales strategy and how presales and sales professionals must tune their activities and behaviors to resonate with modern B2B buyers and buying groups.
Global Innovation Evangelist Outreach
As Outreach’s Global Innovation Evangelist, Mary is responsible for conducting thought-provoking research covering the sales technology landscape, the future of buying and selling, and the criticality of having a diverse, equitable, and inclusive B2B sales organization.
Prior to joining Outreach, Mary was a principal analyst at Forrester, an adjunct professor of marketing at the University of Chicago’s Booth School of Business, and a chief revenue officer at various global technology companies. Mary is a well-known industry thought leader, keynote speaker, podcast host, author, as well as an advisor to many of the world’s leading B2B brands.
Mary’s work is regularly featured in various academic and commercial publications including, The Journal of Selling, Selling Power, Forbes, Business Insider, The Telegraph, and many more.
Mary currently serves as the executive sponsor for Outreach’s Rainbow Employee Resource Group.