While 61% of B2B buyers are Millennials and Gen X most sales strategies have not been designed to align to their buying preferences. Similarly, as technologies such as AI and automation, mature sales leaders are seeing their budgets increase to reflect the increasing role sales tech plays in the successful execution of their go-to-market strategies. Drawing from recent sell-side and new buy-side data gathered by Forrester on behalf of Outreach, Matt will cover what it takes to deliver predictable, efficient growth and to succeed in a world where continuous change and volatility are the norm.

As we look at the world around us, it’s clear there has been a seismic shift in B2B buyer behavior. Buyers are more self-sufficient, they care deeply about their privacy, and they expect immediate answers. But despite changing behavior, the age-old pipeline generation process has remained untouched. We’re gating our content and even our sales teams; and it’s costing us all pipeline. Our buyers have adapted and so must we.

In these unprecedented times (just kidding!). Seriously though… No matter which direction we approach from, we’re all focused on growth, keeping operating expenses down or both.

Finding the right balance among mounting pressures⸺margin compression, inflation, rising operating costs⸺is tricky when you’re coming at it from different angles.

Cozy up with Xactly’s CRO and CFO for a fireside chat focused on the new strategic imperative: increasing topline revenue, while improving bottom line efficiencies.

As finance and revenue practitioners, our leaders will discuss the very real impact these challenges have on go-to-market planning, revenue team performance, and pipeline management and prediction. This fireside chat could get heated!

So the question is, how do you sustain growth, while reducing expenses? You’re about to find out. Join us!

Before you can even say “email blast” your company’s prospects have deleted dozens of emails, ignored flashy display ads, eye-rolled at yet another uninvited cold call and, well, you get the point. They’re busy. And your teams are too.

The modern seller’s challenge is how to balance the reach required to hit ever-growing targets while still providing personal moments that perform. In this panel session, you’ll hear from revenue leaders as they discuss how their teams are delivering outbound experiences their buyers can’t ignore.