Booking Quality Demos: The Importance of Live Engagement: With Greg Dickinson

Overview

Greg Dickinson speaks on how to not waste the work you have put in to get your leads to show up.

Speaker

Greg Dickinson, CEO of Omedym and Author of “B2B Sales in a digital World: The convenience Factor”, is an experienced software executive who has helped drive growth and establishes market leadership for true innovators like Ariba (acquired by SAP), Hiperos (acquired by Coupa) and now, Omedym. Throughout his career, Greg has supported all aspects of the customer journey and has had a close-up view of the changing expectations of the software buyer. He understands that buyers are no longer content to let the sellers control the process and started Omedym in response.

Quotes

“Websites tell they don’t sell. Your products sell.”

“Your buyers will seek the path of least resistance”

“People don’t go to websites in the B2B world for entertainment”

Key Points

You only get 6% of the buyers time.

90% of buyers say the buying experience is more important than price.

Show the product and how it will fill the needs of the organization