Michael B. Moorman
Managing Principal, B2B Marketing and Sales
ZS Associates

Objectives

Today’s b2b sales teams must be able to consistently tailor, communicate, prove, and reinforce differentiated and compelling value to the right customers, at the right times, in the right ways.  The inevitable alternative is to give away price to win deals with ever more demanding and sophisticated buyers.  

Strategic Marketers play a pivotal role in developing and enabling the capabilities required for success in today’s b2b marketplaces.  The presenter for this session is Consulting Magazine's 2008 award recipient for demonstrated success in helping Fortune 500 Marketing and Sales organizations align and build impactful value-based selling capabilities.  In this session, he will share case-based examples that:  

• Provide Marketers with deeper insight into the primary challenges sales people face in today’s demanding selling environment  
• Demonstrate impactful processes and tools through which Marketers are enabling Sales to significantly increase their value-based selling success  
• Provide examples of how Marketers can successfully build their partnership with Sales to increase the value each delivers to their organization