Building an Insight-Led Sales and Marketing Strategy
When you teach customers something new about their business, you win.

The biggest drivers of B2B customer loyalty are suppliers who provide their customers with unique, valuable perspectives on the market. This is a concept that is gaining attention but few sales and marketing organizations know what to do differently as a result.

The Sales Leadership Roundtable and Marketing Leadership Roundtable have researched this topic extensively over the last three years, surveying over 5,000 of our members’ customers, over 600 of our members’ sales managers, and over 1,000 of their sales reps. This research has culminated in a single word around which members should build their sales and marketing organizations: Insight.

About the Webinar

This event has concluded. Complete the form to access the replay.

This complimentary 60-minute webinar will include:

• What insight-led sales and marketing means, and how it differs from common consultative selling and thought leadership techniques
• Why an insight-led sales and marketing strategy is critical to growth
• How to develop insight your customers will value
• How sales reps and managers can deliver insight in their sales interactions

Participants will receive priority access to a new 15-question diagnostic assessing which parts of your sales/marketing process, benchmarked against your peers, need immediate attention.

About the Speaker

Matthew Kiel is Director of the Sales Leadership Roundtable at the Corporate Executive Board.

In this role, Matt facilitates a wide range of executive-level discussions for large and midsized organizations in Sales and Marketing. He places particular emphasis on advice and best-practice guidance for sales executives at midsized companies across critical decision areas including sales strategy, customer management, sales staff development, and sales operations. He was instrumental in launching the Sales Leadership Roundtable program in 2006 and has worked in various leadership roles within the program over the past four years.

Prior to launching the Sales Leadership Roundtable, Matt was an individual contributor in the sales organization at the Corporate Executive Board, selling primarily to Sales & Marketing executives at Fortune 500 companies.

Matt received a Bachelor’s degree magna cum laude from the University of Richmond, where he studied Economics and Spanish.  He currently resides in Arlington, Virginia. 

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