The Great Sales and Marketing Debate: The Cagey Sales Veterans Debate the Young Up-and-Comers
New York, NY—March 28, 2006—A six-person panel discussion on “The Great Sales and Marketing Debate: The Cagey Sales Veterans Debate the Young Up-and-Comers,” sponsored by the New York Software Industry Association, was held at JPMorgan Chase on March 13, 2006. The panel debated about the approaches and the differences between the ”old school” and the ”new school” of sales and marketing.
Bruce Bernstein, Master of Ceremonies, welcomed and introduced the panel, which included questionnaires and debaters.
Questioners:
- Sherri Sklar, President
- Sherri Sklar Strategies, LLC
- Ruth P. Stevens, President, eMarketing Strategy
Debaters:
- Alan Kaufman, Founding President – Board of Directors, NYSIA; Board of Directors, NetIQ; Founding member of management team, Cheyenne Software, Inc.
- Ed Martino, Director, Industry Business Solutions, Sprint Nextel
- Larry Cohen, EVP, Heartbeat Software
- David Teten, CEO, Nitron Advisors
Larry Cohen and David Teten from team of ”new school” noted that the new school sells highly focused products and does not waste valuable marketing dollars on soft, non-focused, and unproven channels and focuses on smart networks than on face-to-face networks. Mr. Teten commented that it is not always possible for a company to meet all its smaller customers, but if the product and after-sales support are more complex, then personal meeting with the client is helpful.
Mr. Teten further explained that his company, Nitron Advisors, uses the personal network of the sales team and the employees to reach the big companies. He added, "In addition, no surprise, we use online networks. We post intelligent comments on someone’s blog to make an entree, and get into a target's network in that manner. Microsoft has approximately 1,200 bloggers out of 55,000 employees."
For a more detailed transcript of this event, visit http://snipurl.com/1r9ua.
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