Crossing the Chasm between Marketing and Sales: Actualizing GTM Strategy into Sales Execution

With Speakers Tobias Yermin anf Hang Black, Monday July 30, 2018 from 6:00pm - 8:00pm at Savvy Cellar Wine Bar & Wine Shop; 750 West Evelyn Avenue, Mountain View, CA 94041

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

Your Speakers for the evening:
Hang Black, Sr. Director - Global Sales Enablement, 8x8
Hang Black 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, Hang's 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, she 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, Director, Strategic Services, The Chasm Institute
Tobias Yergin 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 Chasm Institute, Yergin's roles inside global tech companies focused on driving revenue and market growth through a customer-centered design approach.
As Director - Strategy Services at Chasm Institute's Silicon Valley Office, Yergin leverages 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.
Yergin 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.

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