B2B Leader Series

•  Company Buying Journey  •

Challenger Methodology: The Third Age of B2B Marketing

with Jeff Lowe, SMART Technologies VP Corporate Marketing

The expanding customer buying journey has fundamentally changed the B2B marketing and sales landscape. As Jeff Lowe explains, VP Corporate Marketing for SMART Technologies, this radical change is bringing about the Third Age of B2B Marketing – The ‘Challenger Methodology.’ This methodology says that traditional solution-selling is mostly dead since customers are often far past evaluation before first engaging a sales rep.

The question is how do you get your brand inside the early self-evaluation cycle of the buyers journey? That’s the challenge facing today’s B2B marketers.

Watch Jeff’s Full Interview (The Mindset of the Challenger Methodology).

  • Jeff Lowe – VP Corporate Marketing, SMART Technologies
  • Thad Kahlow – CEO, BusinessOnline (host)

Additional Video Highlights from Jeff Lowe:


Revolutionizing Brainstorming and Team Collaboration


Teaching Prospects Something New about Their Business Builds Trust

Watch the Full Interview:


The Mindset of the Challenger Methodology
(SMART Technologies VP Marketing)

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C-Suite Network Conference 2014
C-Suite Network Conference 2014
November 16-18, 2014