CEB Sales and Marketing Summit Recap


Posted By Qvidian | Nov 01, 2012


Did you miss the Corporate Executive Board’s Sales and Marketing Summit in Vegas last week? Too bad –as you missed out on some great networking, innovative thinking and data-driven discussions on how to effectively manage your sales and marketing initiatives. With almost 700 registrants, around 20 sessions and a cocktail or two (it is Vegas after all!), it was a great few days. Check out the Q team in action!             Qvidian at CEB We had the pleasure of meeting some great people at this event and contributing to conversations about how to achieve sales and marketing nirvana and align ourselves to achieve maximum revenues. While we didn’t figure it out completely, there were some great insights into the topic. ###Leading Sales Paybook Planning and Execution Gerard Sample, Sr. Director, Sales Enablement, CA Technologies, presented a case study on CA’s usage of Sales Playbooks to support their sales team and drive revenues. You can check out his presentation here. One of the most impactful points: CA Technologies was able to increase their average deal size 2.5 times by using Sales Playbooks. You read that right, **TWO AND A HALF TIMES**.             Gerard Sample at CEB ###Beyond Solution Sales Beyond Solution Sales was presented by CEB Managing Director, Brent Adamson. His review of the evolution of the buying process and how it affects our traditional sales approach was a great session to remind us that we must evolve, or be left out of the game. Understanding the changes in the way customers want to purchase from us, allows us to change the sales conversation for greater success. Key takeaway? **It’s the unique, valuable perspectives on the market that a rep provides that differentiates you and drives customer loyalty**. Not product features, or price, but knowledge.             Key Drivers ###From Content to Customer As a marketer, the session by Heather Foeh, Director of Customer Culture at Eloqua, was totally up my alley. Heather guided us through Eloqua’s approach to content marketing and provided some great insights into approaches we all can use. My favorite tip from her: **Eloqua does not put content behind a registration form**. Free content for all! She also suggests making your blog the hub of your content wheel. She also was one of the leading Twitter contributors of the event – so definitely suggest you follow her!           Eloqua Of course, no corporate event is complete without the event party. And, the rooftop pool of The Cosmopolitan Hotel was not a bad place to get to know one another.             The Cosmopolitan Las Vegas It was a great few days, and we were happy to be a part of it. Want more? Check out a few more highlights on Storify too. See you next year!

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