Guest speaker: Aisling Jiang, Head of Business Development, Adobe EMEA.

What we discuss:

• How to drive smarter sales through social selling and create healthy habits.
• The benefits of using LinkedIn and Sales Navigator.
• Investing in your personal brand.
• How to significantly scale success in your business development. Drive earlier engagement in customer buying cycles to influence and close more opportunities.

 
Key actions:

• Update your LinkedIn profile.
• Connect with new Adobe contacts and pages relevant to your product/customer/industry focus. Do this on a weekly basis.
• Identify 2-3 sources where you can get information to repost and add your thoughts. Make your content relevant to your audience. How can you build trust and confidence?

Guest speakers: Bart Van de Wiele, Head of Solutions Consulting and Tech Evangelism, Adobe and Joakim Back, Adobe Specialist, TD Synnex UK.

What we discuss:

• How storytelling can drive great human connection in B2B sales. 
• Hear how Adobe Sellers and Partner Specialists are already successfully storytelling in a B2B sales environment, the impact it has on prospect engagement and what it could mean for optimising your sales success.
• How to engage in successful selling techniques to emotionally connect with prospects, accelerating sales cycles and converting more opportunities.

 
Key action:

• Write a short example script that can be used to emotionally connect with prospects during a presentation or webinar.

Guest speaker: Jay Epton, Enterprise Partner Strategy Lead, Adobe

What we discuss:

• New regulations and pressures on organisations to act on sustainability and accessibility goals.
• How the Adobe and Microsoft partnership can deliver on organizational needs and take away a growing challenge for businesses not only to keep up with regulations but also showcase proactively the type of employers, suppliers, and partners they want to be in the market.  
• How to start sustainability and accessibility conversations and the role Adobe can play directly with customers and within your own organisation. 

 Key actions:

1. Give three examples of how the product you work on can be used by customers to meet sustainability and accessibility goals.
2. Identify the sustainability + accessibility goals of your selected top 3 Q4 accounts and link to part 1.
3. Read up on Adobe’s latest initiatives and think about how you can use this in sales conversations - Sustainability | Adobe Blog / The Complete Checklist to PDF Accessibility | Adobe Blog

Links:

• Stay up to date on Adobe’s latest initiatives through the blog - Sustainability | Adobe Blog / The Complete Checklist to PDF Accessibility | Adobe Blog
• Take a look at the latest CSR Report: Sustainability | Adobe Blog /Adobe’s 2022 CSR Report — Leading with Purpose | Adobe Blog
• Two calculators for Specialists to use in customer conversations: Carbon Footprint Calculator / Resource Saver Calculator - Resource Saver Calculator | Adobe Document Cloud (acrobatusers.com)
• Adobe’s You Tube channel has some brilliant explainer videos that can support your customer conversations around sustainability and going paperless - Adobe Document Cloud - YouTube
• Watch the speaker session from the Adobe FWD event: Adobe X Microsoft on Accessibility.