Crossing the Chasm between Marketing and Sales: Actualizing GTM Strategy into Sales Execution
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When marketing builds a strategy that captures customer value, sales enablement can build a complementary deployment and adoption strategy that will most effectively amplify the marketing plan.Tobias and Hang have successfully partnered at two markets to build a go-to-market plan with Chasm philosophy and seamlessly hand-off to sales for adoption.Come to this session to learn:
- How the chasm framework lends itself to a sales enablement
- How using a selling framework such as Challenger, Miller-Heimen, or Force Management can be leveraged to build market messaging into playbooks
The setting
This is part of our roundtable series with a happy hour setting. Registration covers one drink ticket and appetizers.There is ample time to network both before and after the presentation and discussion.For this roundtable, we return to Savvy Cellar Wine Bar & Wine Shop at the Mountain View CalTrain station.It is customary to have sell-out crowds for our roundtable events. Our current happy hour series started in April 2016 and is going strong. Don't miss out, make sure you secure your seat!Save the date, July 30, and register to guarantee your spot at the roundtable!
Crossing the Chasm between Marketing and Sales:Actualizing GTM Strategy into Sales Execution
by Hang Black & Tobias Yergin
Monday, July 30, 2018 from 6:00 PM to 8:00 PM (PDT)
Savvy Cellar Wine Bar & Wine Shop50 W Evelyn Ave, Mountain View, CA
Hang Black is Senior Director of Global Sales Enablement at 8x8.Hang has over 25 years of diverse experience in the high tech industry, including engineering, product management, inbound marketing, outbound marketing, and sales. With this breadth, her passion is working between these teams to provide the field with curated content and efficient processes to develop elite sales teams.Prior to leading the global field and channel enablement team at 8x8, Hang had a substantial career at Cisco Systems in service provider and cloud, she built the sales enablement program from the ground up at a leading cybersecurity company, and she had her own consulting company where she acted as a strategic business development partner to implement sales process and field marketing engagement to drive business outcomes.Hang attended the University of Texas at Austin, earning a BS in Chemical Engineering during her time there. Personally, Hang enjoys exploring food, wine, travel, and outdoor adventures in random combinations with her two children. 
Tobias Yergin is Director of Strategic Services at The Chasm Institute. Working in their Silicon Valley office, Tobias leverages the Chasm Institute's predictive tools to facilitate executive workshops to help organizations drive deeper engagements with mainstream customers and accelerate the adoption of new products and services.Tobias has over 25 years of management + executive-level experience with tech-based growth companies in Silicon Valley, including VMware, Citrix, Panasonic and Intel. He specializes in partnering with CEOs and CMOs, as well as R&D executives and their product teams, to define the most effective market strategies for new products scheduled for launch in the next 6 to 18 months and established products that are not currently achieving market share and profit objectives.Prior to joining the Chasm Institute, Tobias's roles inside global tech companies focused on driving revenue and market growth through a customer-centered design approach.Tobias earned post-graduate certificates from the Stanford Graduate School of Business in Corporate Entrepreneurship, Strategy, and Design after receiving his MBA and BA degrees from San Jose State University.We thank the following sponsors for their contributions to making this event a success:
PLATINUM SPONSOR
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Hang Black & Tobias Yergin onCrossing the Chasm between Marketing and Sales:Actualizing GTM Strategy into Sales ExecutionJuly 30, 2018, 6:00-8:00 PMSavvy Cellar Wine Bar & Wine Shop50 W Evelyn Avene, Mountain View, CA