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Location: IBM, Waltham (North Entrance)
Series: (none)

Sales and Marketing Roundtable: Managing Sales: Best Practices for CEOs and Implications for VPs of Sales & Marketing
Thursday, February 12, 8:00 - 10:00 AM
Solution Partnership Center
IBM, 404N Wyman Street, Waltham
For directions, please visit

Registration and breakfast begin at 7:45 AM. The charge for this program is $40 for Members and $50 for Non-Members who pre-register; $50 for Members and $60 for Non-Members who register at the door.

Join moderator and marketing veteran Mike Kinkead, CEO, TIMEblaster, for another lively discussion on best practices for managing your sales function.

In today's economic climate, every executive making an important technology purchase views this decision as a risk, both professionally and personally. As a result, the market (and a technology company's venture backers) is demanding CEO involvement in sales. The February Roundtable will focus on Managing Sales - Best Practices for CEOs and Implications for VPs of Sales & Marketing.

To address this issue, Barrett Moore of Moore Sales Results will share results from a recent research study conducted by his firm with over 30 successful CEOs of high technology companies. Barrett's research study involved one-on-one interviews with these CEOs and will help answer questions such as:

  • How much of the CEO's time should be involved in sales?
  • What are the 4 primary categories for CEO focus in managing sales?
  • What are the best practices for: hiring, strategy, opening doors, pipeline management, and creating a successful sales culture in the company?
  • What are the biggest mistakes that CEOs make in managing sales?
  • What are the implications of these best practices for how VPs of Sales & Marketing should operate?

Prior to founding Moore Sales Results, a management consulting and executive coaching firm, Barrett held executive sales leadership positions in both early stage, scaling stage and established companies including Oracle, Cambridge Technologies Partners and a 1999 IPO company, Viador. During the second half of the session, roundtable attendees will be asked to present particularly difficult issues that they face in regards to managing sales. As is the case in our Roundtable discussions, all participants will offer their best practices to help address the issues raised by their peers.

Please Note: This event is for CEO's, Presidents, and senior sales/marketing executives from software or Internet companies only.

Cost: Members
The event is over.

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