ONLINE REGISTRATION IS CLOSED, HOWEVER, YOU MAY REGISTER AT THE DOOR.
Sales and Marketing Roundtable: Anatomy of a Sale
Thursday, February 13, 8:00 - 10:00 AM
IBM, Solution Partnership Center, 404N Wyman Street, Waltham
Registration and breakfast begin at 7:45 AM.
For directions, please visit http://www.developer.ibm.com/spc/waltham.htm
Join moderator and marketing veteran Mike Kinkead, CEO of TIMEblaster for a discussion focusing on a live sales situation and the important questions a sales rep needs to ask to ensure a win. We will use Harvard Business School's 8-part case study entitled, Siebel Systems: Anatomy of a Sale. Upon registration for the Roundtable, you will be emailed Parts A & B of the case to read before the session. Questions are included in the case. Parts C through H will be distributed throughout the course of our Roundtable conversation.
Part A describes the sales situation from the point of view of the Siebel sales person. Part B presents the sales situation from the point of view of the prospect. Parts C through H continue through the steps in the sales process, giving both sales person and prospect perspectives and asking questions at the end of each Part.
In short, each one of us will be put into the shoes of the Siebel sales person and asked what we would do to manage the prospect to a close. This will be a fun session!
Please Note: This event is for CEO's, Presidents, and senior sales/marketing executives from software or Internet companies only.