June 7, 2007 at 4:00 AM (duration 02:09)
Watch Customer Message Management 1: Four Steps to Improving the Sales-to-Customer Conversation Event Streaming Online
In today?s rapidly commoditizing marketplace, the customer conversation is fast-becoming the last bastion of competitive differentiation. Surveys show that 85% of customer brand decision making is based on their experience with your field sales channel. As a result, your marketing department?s ability to create a solution and communicate differentiating value rests literally in the hands of, and on the lips of, your sales people.So, how does marketing make sure the right conversations are taking place across a disparate sales force with varying skill levels?This presentation will give you four essential steps for aligning marketing strategy with sales execution ? to maximize impact at the all important point of customer conversation. The process outlined is formally called Customer Message Management?, which is detailed in a recently released book by the same name.Don't miss the follow-up seminar on June 8th, Confuser or Clarifier? Creating more Customer-Relevant Messaging.