Christine Crandell; Lisa Arthur, CMO, Teradata Applications; Jeffrey Jones, VP Solutions, Teradata
“Helping is the new selling” took hold in 2012 as an effective way to engage prospects and shorten sales cycles. For many organizations, this concept replaced traditional product-centric sales and marketing techniques and provided amazing results, but this approach is still viewed with skepticism for most sales and marketing leaders.
Join Christine Crandell as she interviews Teradata’s Lisa Arthur, CMO, and Jeff Jones, VP of Solution, about how Teradata defined their services-selling path. They will discuss how this strategic business focus gave their field team access to the C-Suite of the world’s largest organization(s) which led to its explosive growth in the big data market.
This 25-minute video interview with 5 minutes of audience Q&A will explore how the services-selling approach can be adopted by any company, how to get the entire organization behind this approach, and some best practices to follow.