As product complexity increases, business-to-business (B2B) buyers become more discerning in terms of how, when and where they want to interact with salespeople. B2B sales organizations need to reimagine their approach through a digital lens, identifying the different points where a high-touch sales interaction is needed and creating digital self-service channels to address the rest.

Blending a human-digital sales approach requires reimagining how sales representatives are trained and equipped to interact with customers across a range of communication channels. Join Dr. Allen Partridge, director of evangelism at Adobe in this session where we will explore:

• The evolving trends in B2B buyer behavior.
• The key traits that define high-performing B2B sales organizations.
• How the sales organization acts as a catalyst for enterprise-wide transformation.
• How emerging sales environments are calling for new skills among sellers.
• How effective sales enablement builds seller skill and confidence to outperform in a hybrid selling environment.

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Speaker

Dr. Allen Partridge, Director of Evangelism, Adobe Allen Partridge, Ph.D., is the director of digital learning evangelism at Adobe Digital Learning Solutions and has 20 years of experience in eLearning, education, games and multimedia development. He has researched and reported on authentic educational solutions for audiences around the world for the past decade. Allen is recognized for his many online video tutorials and e-seminars, which are a mainstay for eLearning developers and trainers learning to create effective online educational materials.