VEChannel Event Profile

How to Make Marketing More Relevant to the Sales Cycle

Its no longer WHAT you sell, but HOW you sell that counts. Increasingly competitive markets and decreasingly distinguishable brands mean that your last bastion of competitive differentiation occurs in the conversations sales people have with customers. Unfortunately, too many marketers have placed too much emphasis on the "upstream" activities such as advertising, trade shows, mailing campaigns and other corporate communications, while abdicating the allimportant "downstream" communications to the individual sales reps. If a company wants to break free from the competitive pack and reestablish itself as a solutions company selling value, they need to start where they typically leave off equipping more consistent, highquality and compelling sales cyclerelevant conversations, presentations and documentation. CMM Partners participating in todays webcast include: Jim Burns , CEO, Avitage will describe some of the impressive work they are doing with worldclass companies such as HP, Unisys and others to combine multimedia and web technologies to drive content deeper into a sales cycle in ways that are relevant to sales conversations with customers. Craig Nelson , CEO, iCentera will present an idea called Marketing and Sales Intelligence Centers that enable Marketing to more efficiently and effectively deliver key content to Sales people as part of a sales cycle and then enables sales people to create custom portal websites to share specific content with each prospect and customer opportunity. Tim Riesterer , Principal Partner, CMM Group will introduce an approach to message development and delivery that aligns Marketing content with the activities and requirements of a sales cycle. And helps ensure that the messaging you provide works the way a consultative sales person should work and reinforces that best practice along the way. Additional CMM Partners include The SAVO Group and Interwoven. Following this webcast, one webcast will be dedicated to each of the four pillars of the CMM program: February 17th: Turning Marketing Content Into a Strategic Sales Asset March 17th: Product Launch Breakthroughs that Improve Sales Rampup April 19th: One Voice: Consistency and Control Over Messaging in the Field May 17th: Lead Generation Strategies that Work with Sales to Drive Revenue All you need to attend is : A 56Kbps Internet connection or better A separate telephone line for the audio Netscape 4.x or Internet Explorer 4.x (AOL users: AOL 5.0 and above only) Linux Users Please Note: To use the current Java client you will need to update to the latest version of Mozilla 1.7.3. Firefox/Mozilla. Using FireFox. Click Here To Set Up The WebEx Event Manager installed before the event Click Here To Set Up . NOTE: This plugin will not install if your browser has high security settings or you do not have administrative rights on your PC.

View This Event