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How can marketers prove that their company can help customers solve their toughest challenges? From new platforms to new solutions to enhanced use of sales enablement tools, a new outlook on how marketing and IT can collaborate with sales can transform the organization. In this session, you will learn: • How marketing, along with IT, can transition a company from being a provider of products to being a solver of problems. • How messaging that links marketing and sales addresses customers’ business challenges. • How new tools, when jointly created with sales, lead to better conversations with customers and improved selling strategies.
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PRINT ONLINE EMAIL PR/IAR SOCIAL
INTERACTIVE PRINT ONLINE EMAIL SOCIAL
INTERACTIVE EMAIL ONLINE SALES CALLS
WHITE PAPER INFOGRAPHIC EDMS BYLINE/ARTICLE WEBINARS SURVEYS
VIRTUAL TOUR WHITE PAPER INFOGRAPHIC ADVERTISING EDMS
POV TOOLS BRIEFS PPT
AWARENESS PERCEPTION
INQUIRY MQL SAL
SQL CLOSED
! Proceed With Intelligence ! Manage the Complexity ! Connect With the City
! Develop Solution-based Content And Promotions
! Leverage In-House Database to Identify Sales Opportunities
! Distribute Qualified Leads to Sales
! Point of View Sales Messaging
! Tools, Templates, and Techniques
! Training for field marketing and sales
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Information
1932 PS Radio
1990 MDT Car
2012 First PS Smart
Devices
Voice
Data
Int. V + D
Cit + Crim
Safety Efficiency
Transparency`
2000 First Cell
Phone
KNOWLEDGE, RESOURCES AND TECHNIQUES FOR ROBUST CUSTOMER CONVERSATIONS
RELEVANT, TIMELY, TARGETED KNOWLEDGE MAPPED TO THE CUSTOMER BUYING CYCLE
KNOWLEDGE, RESOURCES AND TECHNIQUES FOR ROBUST CUSTOMER CONVERSATIONS
COLLABORATE WITH PEERS, CROSS-FUNCTIONAL TEAMS AND SUBJECT MATTER EXPERTS
Present-Soln
Present-Prod
CVI Tools
Brochures
Training Guides Case
Stud Videos Spec Sheets
SW Trainin
g
6/27/2013 67 77 25 12 50 37 26 5 28 16
7/4/2013 49 46 16 15 31 31 14 4 12 13
7/11/2013 62 49 38 38 36 34 26 22 20 19
average 59.33 57.33 26.33 21.67 39.00 34.00 22.00 10.33 20.00 16.00
59.33 57.33
26.33 21.67
39.00 34.00 22.00 10.33 20.00 16.00
0 10 20 30 40 50 60 70 80
Num
ber o
f Dow
nloa
ds
Callidus top 5 clients saw 27% repeat use after 18 months
Spanning multiple Verticals and Solutions
SUMMARY
EACH LEVEL OF MESSAGING, FROM PLATFORM DOWN TO SOLUTIONS, REINFORCES WHAT WE CAN OFFER OUR CUSTOMERS AND HOW WE CAN HELP THEM FACE THEIR TOUGHEST CHALLENGES.
