Cube Management’s Gordon Viggiano to Moderate Portland AEA Meeting

Cube Management’s Gordon Viggiano will moderate the Portland, Oregon AEA Meeting that will take place on Thursday, March 2, 2006 at 7:30 AM at the Oregon Zoo in Portland.

Portland, OR (PRWEB) February 10, 2006 -- Cube Management’s Gordon Viggiano will moderate the Portland, Oregon AEA Meeting that will take place on Thursday, March 2, 2006 at 7:30 AM at the Oregon Zoo in Portland.

About the Program:
-     Hear two top Portland sales executives present their sales pipelines
-     Listen to the tough questions that CEOs must ask to determine fact from fiction
-     Learn how emerging companies build repeatable sales processes to insure growth

Attendees of this special 2 hour session will receive session notes that include:
-     Steps to developing your sales process
-     Sales process examples
-     Preparing for an account review
-     Questions to ask in an account review

Many technology company executives are unclear as to what to expect from their sales process and their sales people. They may not know exactly how to set up an effective sales team, how to “feed and care for” the sales people, or evaluate a sales organization’s efforts. Too often, the relationship between sales and marketing groups is adversarial rather than cooperative. This program is designed to address these issues for both a sales executive and non-sales executive audience.

The audience will learn first-hand from top sales executives what are the unique sales challenges that emerging technology companies face, and will be able to participate in a staged “account review” of a typical set of customer/prospect information, seeing the right (and wrong) ways that information can be gathered and reviewed.

What you will learn:
Attendees will come away with actionable information on:
How the sales process works
-     How to smooth out the sales cycle
-     How to insure that sales leads are generated, matured, and handed-off effectively between marketing and sales functions

Managing the sales process
-     How to structure your sales team for optimal performance
-     How to profile opportunities
-     How large a pipeline you should have and how to manage the pipeline

Who Should Attend:
Senior Sales Executives and those who want to understand why great sales people make the big bucks.

Panelists:
Chris Marsh, CEO, Unicru
Bob Dunne, VP Sales, Tripwire
Tom O’Keefe , VP of Worldwide Sales, Ethics Point

To register, click on the following link: http://aeanet.org/Events/EventsCatalog.cfm?product_major=OR030606

About Gordon Viggiano:
Gordon Viggiano has over 24 years experience in sales and sales management in start-up and fast growth environments. Over those years, he has developed a proven guerilla based system to gain entry into even the most difficult of companies in highly competitive markets. Mr. Viggiano’s nuts and bolts style helps his clients to differentiate, cut through the clutter, and accomplish the objectives in the most cost-effective manner.

About Cube Management:
Cube Management (http://www.cubemanagement.com) provides sales acceleration services to emerging growth and mid-market companies in the technology, manufacturing, healthcare and business service sectors. The experts at Cube work across the entire spectrum of marketing, sales and business development to provide customized solutions which drive revenue and profit growth. Cube combines Strategy, Process & People to produce winning results.

About Pipeline Development:
Cube Management builds and deploys lead generation and telesales teams that can double—even triple—the number of prospects in your company’s pipeline and close sales quickly. Our proven approach has allowed us to successfully turn up the volume of sales opportunities for a wide variety of B2B companies, putting them on the path to sales acceleration.

Cube’s approach draws from years of experience in planning and executing successful pipeline development programs and campaigns. We focus on all of the essential process elements, such as targeting, message, approach, call flow, qualification criteria and list acquisition. The output is a detailed document that becomes the foundation for building a successful program.

To download Cube’s Pipeline Development Datasheet, please click on the following link: http://www.cubemanagement.com/pdfs/PipelineDevelopment.pdf .

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