Date: November 19, 2026
Time: 11:00 AM EST
Your salespeople should be developing relationships and closing new business. Instead, prospecting, account management, administrative work and technical coordination can consume most of their time.
Athena's research found that salespeople in complex B2B manufacturing spend only 8–15% of their time actively working new accounts that are ready for the sales cycle.
This webinar explains why the traditional model breaks down in complex B2B sales and shows how to structure people, processes and measurement around a more focused sales process.
What you can expect to learn:
- How buyers changing habits are impacting the sales funnel
- Why the structure of the traditional sales and marketing teams are inefficient
- How to successfully integrate inbound and outbound marketing into your sales process
- The importance of value-added content, and how to create messaging around your differentiation
- How to structure sales and marketing teams for success
- Why your current KPIs may not be enough, and what additional KPIs you should be measuring
