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Highlights from the 2016 CEB Sales and Marketing Summit

28 October, 2016

William Pointon

Global Communications and Engagement Manager / CEBer since 2016

From 18-20 October, Sales and Marketing professionals joined CEB in Las Vegas for the 2016 Sales and Marketing Summit. The event featured a series of sessions designed to boost attendees’ understanding of, and ability to, adapt to critical changes facing B2B commercial teams today.

Shelley West, Principal Executive Advisor, Marketing & Communications Practice and Peter Pickus, Advisory Leader, Marketing & Communications Practice share highlights from the event.

“The biggest lesson I took away from the Summit was that if companies are going to improve how they market and sell, they need a more robust understanding of how their customers buy and the forces that are preventing them from buying successfully,” said Shelley. “Only by understanding what buying dynamics are at play can organizations meet their commercial goals.”

“One of the most memorable moments from the Summit for me was walking into the Chelsea Theater and seeing 1,200 members filling the first floor waiting for Brent Adamson’s first session on Rethinking Customer Understanding,” said Peter. “Brent challenged every attendee to flip from a supplier-out mentality to a customer-in one instead. Not putting yourself first as a supplier is a pretty foreign concept. You could have heard a pin drop. It was awesome!”

To view even more highlights from the 2016 CEB Sales and Marketing Summit, check out the Storify below. You can also learn more about the Summit here.



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