With attention at a premium, leading marketers are deploying account-based marketing programs that can penetrate executive levels and deliver a whole new degree of relevance. That's why we always start with the selling context. We know that uncovering what your sales team is up against is the only way to deliver programs that ultimately won't disappoint them and drive higher degree of sales and marketing alignment.

• CONTEXTUAL SELLING BEST PRACTICES

  Interviewed key sales people to develop playbooks with target
  profiles, sales play strategies, solution progression, and responses
  to competitor strengths and weaknesses. Playbooks were used to
  support sales force contextual selling motions. (2008)

  

• 3COM EARN, LEARN AND PLAY

  Created a compelling point-of-sale solution for 3COM's entry into the retail channel through a series of pilot programs with "big box" retailers. (1989)

  

• OCTEL STRATEGIC CONNECTIONS

  Created face-to-face selling tools that integrated Octel's key distributors into the discovery process around a new, more sophisticated voice messaging technology solution. (1996)

  

• HP FEDEX CAMPAIGN

  Collaborated with a senior HP global account team to create an account-specific campaign aimed at increasing HP’s footprint with customized sales tools targeted at three types of HP buyers within FedEx. (2004)

  

• SYMANTEC SALES CONFERENCE

  Interviewed top account managers to uncover current hot buttons in sales to create specifically tuned content for the CMO to more pointedly address how Marketing was delivering against their needs. (2006)