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In the Provocation-Based selling method, Geoffrey Moore, Silicon Valley consultant and author of Crossing the Chasm, outlined ways that vendors can face their customers’ ever –tightening budgets. Kathleen Schaub, former VP at Sybase, successfully implemented provocation-based selling as a pilot project at that company under the guidance of Mr. Moore. In this presentation, Bill Binch, VP of Sales at Marketo will discuss with Ms. Schaub the methodology used and the case study which has since been published in the Harvard Business Review.
Including:
- What Opens an Executive’s Wallet?
- How to Identify Critical Issues amongst your Prospects
- and 5 Methods for Getting the Executive’s Attention.
Click to view the Webinar
Maria Pergolino, Senior Director of Marketing
United States
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