Overcoming the B2B Sales & Marketing Crisis; Walking Digital Corridors Safely and Effectively


9.00 am BST: As a result of joining this event the participant will know what it means to walk digital corridors effectively, which will enable them to drive consistent growth despite the macro and micro-economic challenges we face today.

Recommended audience

C-level business leaders / Sales & Marketing Leaders

Type of audience

UK and International


Since 2010 we've known buyers would rather do research online and with colleagues than speak with a seller. Fast forward to 2023 and 72% of buyers prefer a rep free experience. Cold calling is the number 1 reason a buyer will not buy from a seller. Cold emailing is the fifth most cited reason and annoying ads the seventh most popular reason a buyer won’t buy from a company. Vendor websites and blogs are no longer believed by buyers who would rather make up their own mind by having a free trial or ask their trusted network their thoughts about solution providers to their biggest problems. The data doesn’t lie. Buyers do not want to speak with sellers, making our job, the job of prospecting and sales more difficult than ever.

There is a global skill shortage across our industry which is sales and marketing folk do not know how to walk digital corridors safely and effectively. Social selling is selling on social and social marketing is marketing on social. It's not possible to analog sell on social. A different skill is required, one that is less about selling and more about developing your personal brand, creating compelling content that shows you're an authentic human being and also an expert at what you do - encourage your audience to walk towards YOU!

Key takeaways

  • Learn how to create a steady flow of new business conversations, every week.
  • Learn how to improve your call progression rate.
  • Build relationships at scale using the power of social media and digital networking platforms.
  • Learn how to earn trusted advisor status quickly, before your prospect is in purchase mode.

CPD Points

CPD Points: Two (when attending live) or one (watching the recording)


Alex Abbott F.ISP, Founder, Supero

Alex, a sales veteran of 30 years, 23 of which in B2B sales across three continents. His proudest career moments are:

  1. Building a region from scratch to 40 people, $22M ARR, $5M in professional services and maintaining a 90% customer retention rate.
  2. Transforming the sales approach across his team of 43 (37 reps & 6 leaders) from a product led sales approach to a value-based approach, quadrupling the AOV.

Please note that if you are not a member of the Institute of Sales Professionals and book a ticket, our members will take priority and, in the event of reaching full capacity, you may be contacted closer to the event to cancel your booking. To ensure you are able to attend all events, contact membershipservices@the-isp.org for more information.



Upcoming Events

How Can we Improve our Sales Processes?

The role of AI in Sales

Stop Selling and Win more business

Innovative ways to recruit and retain sales talent

Do I need to know about change management to lead in sales?

More events