Most enterprise selling reps are familiar with "Selling to Vito". The concept of reaching top executives and decision makers by delivering tailored information that matches a companies business objectives. This is not a new concept, and it has been proven successful over and over again by sales reps. Yet it requires spending many hours of research and development in messaging. Instead, wouldn't you rather that your sales reps focus on qualified opportunities with decision makers?
With marketing automation eveything changes. Bringing the budget holders into the conversation and developing an ongoing relationship with them is no longer the role of Sales, it is the role of Marketing through effective nurturing. Marketers are faced with the challenge of capturing the attention of the busiest executives and keeping their interest until they are ready to buy so that Sales can move faster through the selling process.
Marketbright is hosting a best practice webinar to discuss the topic of nurturing to C-Level executives. In this session we will raise discussion on the following:
- How to get the attention of a C-Level executive and keep it.
- How to automate the nurturing process to reduce time and resources.
- How to align Sales and Marketing to quicken the selling process to convert contacts to customers.
Join us on Thursday, July 16th 2009 9:00am (PT). Sign up here