Customer engagement is a hot topic. As companies dive into social media and online strategies, buyers have more opportunity to research and discover information about your company – and about your competitors as well. Customers are smarter, more informed and more focused on their own needs and solutions than ever before. For salespeople this is a big change, and an opportunity as well.
So, if engagement is happening online, where do live customer events fit in a virtual world? What is changing and where are the opportunities for your salespeople to build relationships with the customer….face to face?
I spoke with Roy Sanford, a veteran CMO and Sales leader, about how things have changed and how events need to shift the approach.