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What you can expect to hear from Sales Engagement leaders at Unleash

Mary Shea, Global Innovation Evangelist's Avatar

Mary Shea, Global Innovation Evangelist

Three weeks in as Outreach’s Global Innovation Evangelist, and I’m truly inspired by the conversations I’m having with our customers and partners — about how they’re aligning their teams and technology to deliver better experiences for their own customers.

For some time, I’ve studied topics such as changing buyer preferences and the increasingly important role buying committees play in making supplier decisions; the maturation of the sales tech landscape and the impact smart tooling has in increasing topline and margin growth; and most recently the emergence of Revenue Operations — a relatively new and strategic role and business function that brings together all revenue-generating systems and activities to maximize growth and deliver better buyer experiences.

"Revenue Operations: a relatively new and strategic role and business function that brings together all revenue-generating systems and activities to maximize growth and deliver better buyer experiences."

I am encouraged by sales leaders who build diverse, equitable and inclusive organizations and I am excited to see the clear link between diversity and sales results. While CEOs from consumer-oriented businesses have been vocal about issues of the day (with a few notable exceptions), businesses that sell to other businesses have primarily allowed their B2C peers to carry that torch. But now that’s changing too. I am increasingly heartened to see and hear more B2B CEOs take a vocal and principled stand on social justice issues.

As someone who spends much of her professional time peeking around corners, identifying trends, and helping the market anticipate and prepare for what’s coming — I can tell you in no uncertain terms the future is here. The ‘future of B2B sales’ has arrived and there’s no going back!

This is exactly why I’m so excited for Unleash 2021.

While nothing quite replaces the in-person connections we build— virtual events, when done well, may have an even greater purpose and impact. In virtual settings, more team members can join in and attendees can consume content whenever they want.

This past year was a catalyst for trends — many of which have been in motion for some time. The way we work changed. Technology keeps us connected even when we are physically separated. And data and insights empowers sales teams to reduce their reliance on gut-level decision making. Now more than ever, it’s important for us to gather — as individuals and revenue teams of all sizes, geographies, industries and constructs — to learn from each other as we collectively venture out into the ‘new normal.’

Unleash will be a moment for all B2B sales team members to learn about what this ‘future-state’ looks like— one that’s completely possible today— and to hear real-world examples about how sales leaders can build more technology-abled teams, create inclusive cultures and foster more collaborative buying and selling experiences.

If you’re on this journey with us, then join us at Unleash. I have no doubt you’ll leave inspired and that you’ll take actionable ideas with you to better anticipate, adapt and activate your entire revenue organization.