Shorten Your Sales Cycle and Reduce Your Cost of Sales- March Marketing Madness Series

Barbara Bix is the Managing Principal of BB Marketing Plus, a business-to-business marketing consulting firm. BB Marketing Plus helps high-tech, health care, and professional service organizations accelerate revenues and lower the cost of sales. Prior to founding BB Marketing Plus in 1994, Barbara marketed products and services for EMC, Motorola and GE, co-founded a software company, and earned an MBA from Wharton. She speaks and writes on effective marketing strategies and has been quoted in the Wall Street Journal on an article on social media marketing and health care. Learn -• The importance of pinpointing your most promising prospects and anticipating their needs--versus trying to be all things to all people • The importance of focusing on the prospects' buying process rather than your sales cycle.