SOURCE: Marketbright

October 14, 2008 08:00 ET

Groundbreaking Book Presents an Integrated Sales and Marketing Methodology Called "ProSultative Selling"

Marketbright Executive Outlines How to Combine Proactive Marketing and Consultative Sales Elements to Convert Contacts to Customers; Webinar Being Held on 10/16

SAN BRUNO, CA--(Marketwire - October 14, 2008) - A new book titled "ProSultative Selling: The Death of the Consultative Sales Person" is making waves as a radical new way of approaching business-to-business sales. The book, authored by Marketbright executive Mike Pilcher and currently available for sale on, provides unique insight into the profound change technology is exacting on sales and marketing functions, and how ProSultative selling techniques are being implemented to change the way businesses think, act, make and sell products to consumers.

"The fully frictionless sale in which a customer fully self-serves and self-sells is close to being attainable in today's ultra-competitive business environment," said Mike Pilcher, Marketbright vice president of customer operations and author of "ProSultative Selling." "The ProSultative business sells as proactively as possible, while communicating effectively with the customer and minimizing the interactions required to make a business decision. Only with this shift will sales teams be able to stay productive and convert customers."

In conjunction with the book's release, Marketbright will be hosting a Webinar on October 16, 2008 at 11:00 AM PDT to discuss how enterprises can use ProSultative selling to drive dramatic, positive sales results, creating more predicable businesses. Led by Pilcher, the Webinar will focus on the recent shift in business-to-business selling as marketing increasingly supplants sales, and how the new business model emphasizes an interactive yet frictionless dialogue between buyer and seller across all channels of communication.

Webinar participants will learn:

--  Why business to business sales must change;
--  What marketing teams are doing to drive these changes; and
--  How sales teams must adapt if they are to survive.

Participants can register for the Webinar at:

About Mike Pilcher

Mike Pilcher has more than 20 years of business and enterprise sales experience. Before joining Marketbright, he served as vice president of worldwide sales at HyperRoll, general manager of worldwide financial services at TradeBeam, and executive vice president of worldwide sales at Velosant, which was successfully acquired by Harbor Payments. Prior to Velosant, Pilcher served as vice president of sales at Epiphany, acquired by Infor, and senior vice president of worldwide sales at Tenfold Technology, acquired by Versata. Prior to Tenfold, he was the divisional manager for U.K. financial services at Sybase, and before that ran the Oracle U.K. insurance team. Pilcher also writes a blog on ProSultative selling techniques.

About Marketbright

Marketbright provides an on-demand marketing automation solution, which allows companies to implement self-service campaign execution and demand generation, automate lead scoring and nurturing, and to gain visibility into closed-loop campaign-to-cash metrics via real-time dashboards. The integrated marketing platform results in a full 360-degree view of your customer's interactions, and this information is used to route only valuable, qualified leads into your sales CRM. Marketbright's customers include Serena Software, VMware and Avid. Marketbright is headquartered in San Bruno, Calif. For more information, visit the company's Web site at

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