Webinar: Building a sales process buyers want to follow by OrbitalX Webinars

About This Webinar

Join an elite panel of sales thought leaders for a conversation on what it really takes to build a sales process buyers want to follow. You'll hear from Andy Whyte, CEO of MEDDICC and author of "MEDDICC: The Book", Ollie Sharpe, former EMEA GM at Salesloft and LinkedIn, Lauren Silvers, Director of GTM Programs at Ironclad, and your host Rory Sadler, CEO of trumpet. Together, they’ll unpack how top sales teams are adapting to modern buyer expectations and winning more deals through buyer-centric strategies.

Buyer synchronisation isn't new—but today's buyer expectations certainly are.

Recent research reveals that 53% of buyers selected a vendor primarily due to the buying experience, collaborative planning boosts close rates by up to 30%, and 51% of buyers review five vendors or more.

However, sales leaders understand that gaining competitive advantages requires balancing the right tools, clearly defined processes, and seller flexibility to consistently deliver outstanding buyer experiences.

In this session, our expert panel will explore:
- How the best teams work with their prospects to help them buy
- How the best sellers partner with their Champion to truly understand the companies’ needs when buying
- How to build a buyer-centric sales process to truly partner with your prospect and help them buy from you.

Discover how leading sales organisations enable their reps to personalise, collaborate, and close by designing sales processes that sync with the buyer journey and guide it.

It’s time to build the sales process your buyers actually want to follow.

Agenda

Exploring New Research: Insights into evolving buyer expectations and how leading frameworks like MEDDICC have adapted to meet them.
Champion-Centric Selling: How sellers use discovery insights about buyer decision criteria and processes to create collaborative plans and compelling digital experiences that simplify and accelerate decision-making.
Real-World Success Stories: Case studies demonstrating how syncing sales processes with buyer expectations has directly led to explosive revenue growth.

Andy Whyte

CEO, MEDDICC | Author of MEDDICC: The Book

Andy Whyte has helped companies big and small grow and prosper as both a quota-carrying Account Executive and a Revenue Leader. His passion for helping sales teams succeed led him to become founder and CEO of MEDDICC and author of the five-star rated “MEDDICC” book. He is known for his mantra “Nobody ever regrets qualifying out” and his expertise on the science and art of sales. Away from the day-to-day, Andy practices many skills as a chef, sports coach, taxi, and cleaner in his most important role to date—Dad.

Ollie Sharpe

CRO, trumpet | Former Sales Leader, LinkedIn & Salesloft

Ollie is a GTM Leader with experience in taking SaaS products to market, scaling teams and advising tech founders on their GTM strategy. A self-confessed ‘sales nerd’. He spent his early career at LinkedIn as employee number 14 in EMEA, starting as an AE and moving into leadership. He then built Salesloft as the 1st person on the ground in EMEA. As MD EMEA, he built it to $25m+ but is most proud of the fact it was recognised for its culture and its market leading sales process.

Lauren Silvers

Director (GTM Programs), Ironclad

Lauren Silvers is a SaaS revenue leader and GTM strategist, recently recognized by SalesIntel.io as one of the top women shaping the industry. As Director of GTM Programs at Ironclad, she leads AI- and data-driven sales initiatives that drive pipeline, expansion, and retention. Her work has resulted in significant performance gains, including a 72% increase in run-rate pipeline and overachievement of key launch goals.

Previously at Intercom and LinkedIn, Lauren built global enablement programs that scaled sales productivity and fueled growth. With a background that spans creative leadership and academic teaching, she brings a unique blend of strategic thinking and operational rigor to every role.

Rory Sadler

Co-Founder & CEO, trumpet

Rory is one of those people who respond to emails instantly. There is always some sense of urgency. He seems to be doing it all and with ease. Even when you sit down with him, it feels like he is on the move. It's go, go, go. The words “no” or “can’t” simply don’t exist in his dictionary. Rory is engaging, persuasive, and at the same time laser-focused and tenacious. Speak to him and he will tell you the trumpet mission — to supercharge B2B sales cycles.