eBIG Sales & Marketing SIG "3 tools to identify sales problems & increase marketing measurability" March 16, 2006

Sales & Marketing SIG "3 tools to identify sales problems & increase marketing measurability"

When sales numbers are falling short, the finger pointing begins. Marketing blames sales. Sales blames marketing. Whose fault is it? Usually the fault is lack of communication.



Opening the dialog between the sales and marketing teams can put the numbers back on track quickly, while saving wasted time and business development dollars. The trick is asking the right questions and using the right processes to get the right answers.



This interactive workshop will focus on using maps of your sales process and your customer?s buying processes along with prioritized prospect matrices to deliver sales and marketing messages to your ideal prospects in a way that can dramatically improve sales and marketing results.



Attendees will discuss:

Questions to ask when mapping their sales process
Questions to ask when mapping their client?s buying process
Ways to identify and break down barriers in these processes
What to include in a prioritized prospect matrix


Ideal attendees:

Senior management from companies wishing to increase revenue
Sales professionals
Marketing professionals
Anyone who has an interest in decreasing sales cycles while increasing marketing measurability