Crossing the Chasm between Marketing & Sales

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.

Our speakers have successfully built a go-to-market plan with Chasm philosophy and seamlessly hand-off to sales for adoption. They will discuss how the chasm framework lends itself to a sales enablement. And, they will cover how using a selling framework such as Challenger, Miller-Heimen, or Force Management can be leveraged to build market messaging into playbooks.

Speakers:

Hang Black, Sr. Director – Global Sales Enablement, 8×8
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, 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 8×8, 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. Hang attended the University of Texas at Austin, earning a BS in Chemical Engineering.

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.

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.

To learn more about our upcoming and previous sessions, please visit the events page.