Decision-making units are getting bigger. And buyers are better informed than ever.


But that means that turning a lead into a deal is increasingly difficult.


No-purchase is the most likely outcome. And in order to help change that, we’ll be dissecting the decision-making machine to understand what drives individual stakeholders, and see the deal from their side.


That’s why we’ve invited Chris Hanks, former CEO of Allianz Commercial Insurance (UK), to help us get under the skin of the buying process. Because, after growing the business from £230m to £1.4bn, he’s been involved in his fair share of deals – speeding some up, and blocking others. He’ll be sharing his experiences, discussing the evolving nature of decision-making units, and giving us insights as to how deals really get closed.


Join us at the S&M Forum for the chance to get together with 40 of your peers, hear from our speakers, ask questions, and find out more about what goes on behind the board meeting door.


Places are always in high demand, so we recommend registering via the form below to secure your spot and stay up to date with future events.



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I would like to attend the upcoming S&M Forum ‘The Modern Buyer Laid Bare: the C-Level view on how decisions get made’ and be kept up to date about future events.

Thank you for registering for the Sales & Marketing Forum. We will send through more details leading up to the event.


If you would like to be kept up to date on future events please fill in your details below and press ‘send’ or contact Mirren Kessling on mkessling@themarketingpractice.com.

Previous forums

Summaries of previous events are available; for further information or to arrange a meeting to discuss a previous topic please contact Claire Lund at clund@themarketingpractice.com.