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In this session you will learn the differences that working with a chief marketing officer means for your business's sales cycle. The typical CMO sale runs longer than the standard sale and you will need to learn how to adapt to the length of this selling-cycle. You will also learn to understand how to manage this sale internally, as well as how to use your expertise to make your competition obsolete and how to significantly increase profitability by "locking-in" these clients for a longer amount of time. This session includes real-world case studies that show how other distributors have approached and closed deals with c-level marketing executives.

Successful distributors will grow their sales if they prove to their prospects' senior marketing officer that the distributor business model is best equipped to solve their problems. Receive practical examples of what other distributors have implemented to gain marketshare with c-level marketing executives and learn how to estimate the size of this opportunity, how other distributors have positioned themselves to secure high-end appointments, the differences you should know about when selling to a CMO verus a traditional customer, how big-ticket systems sales are closed quickly, the support and technology requirements you 'll need to be successful in this arena and how you can acheive sustainable growth for the long term.