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Gamification Research: How to Close the Gap Between Your Sales Team and Executive Buyers

Gamification Research: How to Close the Gap Between Your Sales Team and Executive Buyers

Rajat Paharia

01/20/2015

By Rajat Paharia, Founder and Chief Product Officer
@rajatrocks

True confession: I'm a gamification research junkie. I read as much as I possibly can – from studies that explore human behavior and workplace motivation to the latest on data analytics and other high-tech advances. That's exactly how I became aware of Forrester's recent research about the (significant) gap emerging between B2B executive buyers and the sales teams trying to do business with them.

Gamification ResearchWe all know that buying behaviors have changed – no surprise there. But Forrester found that sales managers have not been able to keep up; far too many are relying on outdated tools and legacy programs to train and engage their sales teams. That leaves buyers disappointed, and sales teams frustrated by opportunities lost. In one study, Forrester asked executive buyers how often they accept follow-on meetings from a vendor they've only met once. Three-fourths (74 percent) said, "Never or occasionally." The message is loud and clear: "Don't call us. We'll call you."

Are your sales teams caught in this catch-22? Do they want to compete more effectively, but find they can't –because they don't have the training and information they need to do better?

If so, I encourage you to join me on January 22 at 12:30pm PST/3:30pm EST for an hour-long webinar we're calling, "Why Your Salespeople Disappoint Executive Buyers — and What to Do About It."

Our featured speaker will be Mark Lindwall, Forrester's Senior Analyst Serving Sales Enablement Professionals, and as you can tell from the title, we won't be beating around the bush. Forrester has identified the challenges facing today's sales teams, and we at Bunchball know that gamification can help. Attend the webinar and you'll learn:

  • How B2B enterprise buying and selling has changed
  • How executive buyers perceive salespeople they meet
  • What behaviors executive decisions makers really want from your salespeople
  • What needs to change across your business to support better buyer engagement
  • How gamification can motivate engagement and improve results in your sales force

Can't attend live? No worries. As long as you register, you'll receive a recording of the webinar as soon as it's available.

As I mentioned above, it's no secret that B2B selling is becoming increasingly complex. The path-to-purchase is no longer linear, buying decisions involve more and more people, and there's a growing disconnect between executive buyers and your sales teams. Join us on January 22 and learn how you can buck these trends. We'll show you what you need to do to update selling behaviors, improve buyer engagement and ultimately, drive more revenue.

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