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UID:987509600-20260310T163000Z@b2bmarketing.exchange
DTSTAMP:20260610T220214Z
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SUMMARY:Champion to Consensus: Practical Buying Group Coverage That Improves Conversion
DESCRIPTION:Moderator: Rick Robinson - Senior Vice President at DemandFactor\nPanelists: Greg Brown - Vice President of Marketing at Melissa Data\, Whitney Goldstein - Head of Marketing at Gorilla Logic\, and Terry Arnold - Senior Director of Demand Strategy at DemandFactor\nDescription \nBuying decisions do not happen in a straight line\, and they do not happen with just one champion. Most pipeline friction today comes from being under-covered across the buying group\, even when intent signals look strong.\nIn this 30-minute panel\, we will pressure-test three common myths that limit buying group engagement\, then share a practical coverage model you can take back to your GTM team. Expect real examples\, clear metrics\, and simple plays to expand from one engaged lead (the Champion) to buying-group consensus.\n You will leave with: \n\nA clear definition of buying group coverage by stage\n3 coverage metrics you can review weekly with marketing\, sales\, and other key stakeholders\nPractical plays to identify missing roles and close the gap
LOCATION:Breakout 3: Luna 5-7
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