Marketing's Most Critical Mission for 2007: Sales Enablement
GSB Marketing Roundtable
November 15, 2006 , 6:00 PM - 8:00 PM
Sales Enablement is an emerging marketing discipline that provides the ways and means to enable 100% of a sales organization to articulate value and differentiation in clear, consistent, and compelling ways. This presentation will leverage a case study format to highlight leading practices for successfully deploying a Sales Enablement strategy. Learn more.
6:00 PM - Registration
Today, 85% of a company's brand image is driven by the direct interaction between the salesperson and the buyer. This reality, combined with the requirement to demonstrate direct impact on revenue growth, is causing a radical shift in the focus of all marketing organizations. Specifically, marketers are now maniacally focused on aligning their solutions, value propositions and differentiators with specific buyers and selling situations.
Once aligned, marketers must then 'enable' salespeople to deliver these messages in clear, consistent, and compelling ways. This presentation will leverage a case study format to highlight leading practices for successfully deploying a Sales Enablement strategy. Lessons learned and critical success factors spanning Sales Asset Design, Content Delivery, Governance, and Adoption will be summarized and serve as the basis for a highly interactive group discussion.
Jeff Summers is Chief Marketing Officer of the SAVO Group, a firm headquartered in Chicago that specializes in Sales Enablement, an emerging marketing discipline that provides the ways and means to enable 100% of a sales organization to articulate value and differentiation in clear, consistent, and compelling ways.
As CMO, Jeff’s responsibilities include corporate marketing, business development, sales enablement, and strategic alliances. Jeff’s 18 years of comprehensive sales, marketing and product management experience uniquely position him as a proven thought leader in Enterprise Sales Enablement. A Chicago native, Jeff joined SAVO from California-based Siebel Systems, Inc., where he was General Manager of the Siebel Sales Product Group.
As GM, Jeff directed a global product management team responsible for the development of sales force automation solutions for leading Global 1000 companies. His team accounted for one of Siebel’s largest solution areas and helped launch the well-known Siebel Sales 7.7. Jeff has also served in various sales and marketing leadership roles at TIBCO Software, Blackwell Consulting and IBM, where he began his sales career. Jeff is a 1987 graduate of Northwestern University, where he received a Bachelor of Science in Electrical Engineering.