Shifting focus from a single client to understanding the entire buying group and utilizing account related insights from the customer journey can significantly improve sales outcomes. Understanding the multitude of marketing touchpoints in a given account and further enhancing these touchpoints with Sales’ account knowledge increases the likelihood of converting lead into qualified sales opportunities by 4 times. Adding insights from Market Research to the equation further unlocks potential from yet unknown contacts.
In this presentation you will learn:
- IBM’s next iteration towards a data driven Marketing and Sales partnership
- How can companies shift focus from a single client to the entire buying group?
- What are the benefits?
- Marketing‘s & Sales# duties in this joint approach
- Ways of further expaning yet unknown contacts
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