Microsoft Case Study: Anatomy of a sale: Reaching and engaging the people that count

Grad Conn

General Manager & CMO, Microsoft U.S. Central Marketing Organization

David Ogilvy once said, “Don’t count the people you reach; reach the people that count.” And today, the people that count are the people on the buying committee because B2B decision-making has become a group sport. In fact, there can be as many as 10 influencers involved in the purchase cycle. Knowing these influencers is the key to being an effective modern seller.

In this session, Grad Conn, General Manager & CMO, Microsoft USA will talk about how today’s marketing technologies like Folloze, an account-based engagement platform, enable a collaborative effort between sales and marketing to drive highly personalized customer-centric experiences that unlock accounts, expand connections, and reach the people that count.

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