Accelerating Sales Cycles with Data-Driven Management Strategies

Is a slow economy solely to blame for sluggish sales? Elevated buyer expectations meet a more conservative buying behavior, a reality many sellers aren’t prepared for.

Recent SBI research reveals that pull-based strategies are cutting sales cycles by up to 12% and boosting deal sizes by up to 16%.

In this webinar, we discuss and learn actionable insights for sales managers to empower their teams and seize this substantial opportunity.

You’ll learn:

  • The enduring shifts in B2B buying behavior
  • Why coaching is the backbone of pull-based selling approaches
  • How to navigate three essential support levels as a sales leader
  • Strategies to deploy the right selling approach throughout the buying journey

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Ray Makela, GM of Talent Productivity at SRG, a part of SBI

Ray is an author, speaker, and business executive with 25 years of management, consulting, and sales experience. At Sales Readiness Group (SRG), Ray oversees all client engagements and the delivery of sales and sales management training programs. He has delivered programs for clients such as Microsoft, Infor, Smartsheet, Alcon, Edwards Lifesciences, ABM Industries, HD Supply, Timken, and Walmart.


Craig Simons, Director of Growth at Allego

Craig Simons is Director of Growth for Allego, the market leader for virtual learning and enablement in the flow of work, and chief enabler at @EnableMinutes. He has 16 years of experience in marketing management with companies such as Blue Cross of Massachusetts, Republic Services, UniFirst and Carvana and is a graduate of Goizueta Business School at Emory University in Atlanta. At Allego, Craig oversees demand creation and operations to ensure the company continually hits its target.

Watch On-demand