Accelerating Sales With Executive Engagement

  • Author(s) Rob Leavitt, Janis Fratamico
  • Published April 18, 2017
  • 31 Pages
  • Category Strategy & Planning, Content & Communications, Engagement & Advocacy, Sales & Field Enablement
  • Type Member Research
  • 31 Pages
  • .PDF Format

Market transformation is putting a greater premium on executive relationships more than ever. Developing and selling new types of solutions to new types of buyers is almost impossible without trusted collaboration at the highest levels with our customers and prospects. But salespeople cannot do it all alone.

The executives we need to reach are incredibly busy and have no interest in traditional sales presentations. The good news, however, is that those same executives are anxious for new ideas and connections with peers addressing similar challenges.

This webcast highlights new ITSMA research on executive engagement with data and insight from 50 leading B2B technology and business services organizations, as well as examples from Cisco, PwC, SAP, Cognizant, and Deloitte in six key areas for C-suite success:

  • Strategy and planning
  • Executive insight
  • Content for conversation
  • Training and support
  • Collaborative innovation
  • Measurement and review

The webcast is led by Rob Leavitt, Senior Vice President, ITSMA, and features conversation with Janis Fratamico, Vice President, Strategic Programs, North America Marketing, SAP.

This document is available at no charge to employees of an ITSMA member company. It’s also available for sale to non-members.
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