Close

CMO.com by Adobe delivers marketing insights, expertise, and inspiration for and by marketing leaders—all aimed at helping CMOs and senior marketers lead their brands in this new digital world. To help marketers stay informed and save time, CMO.com features curated content from more than 150 leading sources, in addition to original content from thought leaders at Adobe and across the industry.

Adobe is the global leader in digital marketing and digital media solutions. To learn more about how Adobe helps marketers make, manage, measure, and monetize digital content across every channel and screen, visit:

Visit Adobe.com  Adobe Marketing Cloud

Welcome ,Sign Out

Insight/ Tools

Cracking The C-Suite: Finding The Right Exec To Close The Sale

Even in today's economy, there is business out there. Identifying and engaging the right decision-maker, at the right time, is more vital than ever. One of the first steps in doing this is to discover who in the prospect organization holds the "real" buying power and when they are most likely to become involved in the purchase. But closing the gap between sales and marketing in this area requires both parties to recognize that qualified opportunities are ready buyers with the potential to close within one or two sales cycles, and that only a small portion of new leads will fall into the near-term category.

Read full story »