This Marketing to Business Executives blog provides insight and actionable strategies to transform marketing’s support of sales to achieve:  faster time to sale, lower cost of sale, increased sales to new and existing customers, greater predictability in the revenue stream and improved allocation of marketing dollars.

Business executives buy differently today than they did even a few years ago.  To reach them and cultivate their interest, marketers use information in new ways, take advantage of new technologies, implement new processes, and measure and analyze data.  While the core of good marketing — understanding the buyer, the buying process, and value provided by your product or service — hasn’t changed, the ways to obtain and use the customer information needed to excel have changed significantly.

The author, Sue McKittrick, is an analyst with Patricia Seybold Group, reporting on content marketing technologies and processes. She is expert in development of content strategies to draw customers’ interest and content implementation through curation platforms, social media, and nurturing programs.

In addition to her work with Patricia Seybold Group, Sue leads McKittrick Associates, a business consulting firm she founded to help companies better understand who their customers are, what customers are trying to do, and how to use the right kind of content to strengthen customer relationships.

Sue is grounded in more than 30 years as a marketer and business consultant focused on the needs of senior executives in finance, operations, legal and technology functions at major companies.  Prior to starting her own consulting firm, Sue spearheaded nationwide marketing initiatives for PricewaterhouseCoopers, including leadership of industry marketing for the Advisory practice, successful re-launch of the Firm’s governance, risk and compliance practice, and direction of improvements in marketing infrastructure to support double-digit growth.  Before that she consulted on management and technology matters for Price Waterhouse, led marketing for a fast growth technology company, and coordinated research in a consulting firm.  Sue earned a MBA from Stanford University Graduate School of Business and a BA in economics from Wellesley College.

In her spare time Sue enjoys gardening, cooking, and home fix-it projects.  She speaks frequently on topics ranging from digital marketing to content strategy.

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