Winning Practices in Sales and Marketing Integration

The imperative is now! Marketing and Sales executives are under fire to reduce costs while improving productivity. IDC's latest research on the industry's best management techniques shows that many of the answers lie at the intersection of these two functions. This one-day interactive Summit delivers the best of IDC research along with winning management practices and techniques, presented by executives who are successfully integrating the operations of the sales and marketing functions. Our agenda will feature "action at the intersection" - those areas that marketing and sales executives must focus on as a coordinated team.

Topics covered include:

• Creating the Culture for Marketing and Sales Alignment: The starting point for the smart manager
• Web 2.0 Marketing and Sales: How interactive marketing can accelerate the sales pipeline
• The Critical Intersection: Streamlining the lead management and hand-off process
• Marketing's Enablement of Sales: How marketing can deliver the right tools and resources to sales - at the right time
• Listening to the Voice of the Customer: Hear a panel of C-level executives discuss the sales and marketing techniques that open doors or destroy opportunities
• Using the Best Sales Technologies: Because you can't win if you don't keep score
• After the Close: Turning customers into repeat buyers and advocates

Panel Session: Leveraging New Technologies for Improved Sales and Marketing Effectiveness

Success in today's marketing and sales environment requires both an extensive understanding of the customer -- their pain points, growth objectives and buying cycles -- and moreover, a clear understanding of how your solution can be tailored or customized to address their specific needs. The most successful organizations are leveraging new technologies to improve sales and marketing effectiveness, resulting in more effective marketing campaigns, accelerated sales cycles, increased deal sizes, and more deals closed. This session will explore best practices in deploying new solutions for improved sales and marketing effectiveness.