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Sales Development in the Era of Buying Groups

About this event

Traditional pipeline generation methods aren’t working for companies selling enterprise deals with complex buying groups.

Sales Development teams still focus on individuals and MQLs, but with net new meetings declining and pipeline goals harder to hit, more activity won’t fix the problem.

It’s time to align Sales Development resources with the today's buyer's journey.

Join us on January 30th at 1pm EST / 10am PST to learn how leading organizations are evolving SDR teams to support a buying group motion.

  • Ernest Owusu, Head of SDR Transformation at 6Sense, will share how his team evolved their strategy.
  • Natalia Kochem, VP of GTM Strategy and Consulting at OpFocus, will show how top B2B organizations are aligning Sales Development resources with buying groups.

You’ll learn strategies, metrics, and real-world results from organizations making this shift.

Hosted by

  • Guest speaker
    G
    Natalia Kochem VP, GTM Strategy & Consulting @ OpFocus

  • Team member
    RL T
    Randy Likas

  • Guest speaker
    G
    Ernest Owusu Head of SDR Transformation @ 6sense

Nektar.ai

Nektar.ai automatically tracks activity, builds buying groups, and fills in missing contacts from customer interactions across email, calendar, Zoom, Teams, and Slack—delivering complete, actionable data with zero user adoption.