With so much information available through the web, social media and an abundance of other channels, buyers no longer need sales representatives for information. The greatest number of steps on a buyer’s journey today takes place before they ever meet a rep. Consequently, corporate marketing teams are now responsible not only for finding, understanding, profiling and nurturing leads, but also for including and informing sales, so that prospects lead to revenue.
Kay Kienast, Senior Vice President of Marketing and Sales Strategy for Large Enterprise Organizations at Xerox Corporation, is responsible for the global corporate marketing and sales strategy for Xerox’s largest enterprise accounts in the technology and document outsourcing business. In this episode of Moneyball for Marketing, Kay shows us why “Revenue Marketing” is the new normal, and gives us a look at her successful formula for connecting marketing and sales at a systems and process level. Highlights include:
Kay Kienast is the Senior Vice President of Marketing and Sales Strategy for Large Enterprise Organizations at Xerox Corporation. She’s responsible for the global marketing and sales strategy for Xerox’s largest enterprise accounts in the technology and document outsourcing business. This is a multi-billion dollar business and has more than 15,000 employees. Kay previously held executive roles at Lexmark, Avocent, Viadux, and Vina Technologies.
Glenn Gow is an expert in marketing performance, Coach, Board Advisor, Author, Speaker, Podcast Host and Founder & Advisor of Crimson Marketing. Follow me on Twitter, LinkedIn, Google+. To get a free copy of Crimson’s One-Page Marketing Metrics Funnel, visit here.