Accent Attends SiriusDecisions Summit 2017
We don't want what happened in Vegas to stay there!
After a week of amazing sessions, demos and discussions, we’re thrilled to be back and hit the ground running with some of our new ideas and relationships! Last week Accent Technologies attended the 2017 SiriusDecisions Summit. Our goal was to learn more about the latest trends in sales strategy and meet other knowledge–hungry Marketing and Sales Enablement leaders.
One of the most exciting sessions for us was SiriusDecisions’ reveal of their New Demand Unit Waterfall. In short, the days of selling the value of your offer to one individual and expecting to close are over. Sales reps are realizing more and more that the success of a deal depends on the input of a group of buyers, not just an individual decision maker.
When dealing with a group of buyers, it only takes one negative individual to send a deal south, no matter how much the champion loves you. Reps need to recognize the existence of the entire buying team and artfully sell the value to each individual in addition to addressing the pain points of the group as a whole.
In sum, the demand unit waterfall acknowledges the buying team as the purchaser of a solution. This practice places a lot more responsibility on the rep to know their buying situation inside and out – as well as all personalities at the table. In turn, this model highly stresses the undeniable need for sales and marketing alignment and the prioritization of sales opportunities and rep activity. It was exciting to hear affirmation that the Accent roadmap is targeting the right pain points to meet the growing sales enablement needs for Sales and Marketing organizations.
Additionally, Heather Cole and Nancy Maluso delivered a truly insightful presentation on the different custom approaches sales enablement practitioners can take to maximize their impact. Taking a look at the top goals for the next 12 months, we’re encouraged to see the Accent roadmap is on-target with the industry majority and we’re excited for what the new year brings.
While we were there, we also hosted an intimate cocktail party to network with some of the other summit attendees. We had a great turn out, and are looking forward to growing those new relationships. Here are some photos of the Accent crew in action!