Sales and Marketing Alignment: Bringing a Buyer-Centric Focus to Your Business
Take your audience from awareness to choice.
NEW YORK, Jan. 23, 2014 /PRNewswire/ -- As big data changes everything in business, it should come as no surprise that it presents challenges and opportunities for marketing as well. Marketers are gaining unprecedented access to prospect and customer preferences and habits, which can help inform and drive targeted marketing efforts and, ultimately, revenue. Today's nurture campaigns, content marketing, social media, websites and the bounty of information available have created the hyper-educated buyer. Buyers are frequently waiting until later and later in the decision cycle to conduct or respond to direct sales outreach. It is up to marketing efforts to move a buyer through the funnel to the point where they will be receptive to sales contact -- but how do companies set themselves up for successful revenue marketing?
"REVTalks: The Revenue Marketing Summit," kicking off on Monday, January 27, will bring together industry leaders to discuss strategies that drive success, from organizational alignments to infrastructure and technology investments. Bob Seiler, PR Newswire's Senior Vice President of Global Sales, will present "REVTalk: Sales Needs Marketing!" in the Sales & Marketing Alignment track of the event. Drawing on years of experience in the B2B sector, Seiler will emphasize the importance of creating the buyer-centric sales culture necessary to secure buyer trust and inform better, more targeted marketing efforts.
"Today's buyer is more informed than ever and further down the buying cycle before sales is even aware of their existence," said Seiler. "Assuming marketing nurture campaigns are responsible for moving the buyer that far through the sales funnel, it is more important than ever that B2B sellers are prepared to carry the discussion forward with a buyer-centric selling approach. At PR Newswire, we have successfully trained sales staff using Miller Heiman's techniques, which encourage consultative and informed selling that can ultimately provide relevant customer feedback to marketing that 'feeds the funnel.'"
"REVTalks: The Revenue Marketing Summit" will be held at the San Francisco Marriott Marquis on Monday, January 27, 2014, and will cover six key tracks. To learn more about REVTalks, the 2014 Revenue Marketing Summit, and to register: http://revenuemarketingsummit.com/registration
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PR Newswire (www.prnewswire.com) is the premier global provider of multimedia platforms that enable marketers, corporate communicators, sustainability officers, public affairs and investor relations officers to leverage content to engage with all their key audiences. Having pioneered the commercial news distribution industry 60 years ago, PR Newswire today provides end-to-end solutions to produce, optimize and target content — from rich media to online video to multimedia — and then distribute content and measure results across traditional, digital, mobile and social channels. Combining the world's largest multi-channel, multi-cultural content distribution and optimization network with comprehensive workflow tools and platforms, PR Newswire enables the world's enterprises to engage opportunity everywhere it exists. PR Newswire serves tens of thousands of clients from offices in the Americas, Europe, Middle East, Africa and the Asia-Pacific region, and is a UBM plc company.
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