Systematic
As any successful salesperson used to do every Sunday night, the optimistic ones ironing 5 shirts at the same time, they would sit and plan their week.  What meetings did they have and what could they do with the rest of their time.  Who could they call, who would they send a VITO letter to, which partner would they work with?  When I was at Oracle one of my most successful partnerships was with the HP sales team.  We were targeting a prospect base that was almost 100% IBM.  IBM saw no benefit in working with me, HP wanted to break in.  I would spend time understanding which salespeople to work with at HP, and doing joint account planning.  We knew if we called  someone last week and they told us to call them back in six months, we would touch base with them in three months.  We would look out for trade shows where we knew we may meet someone.  Salespeople systematically sat down and worked out how to balance their time.  What was wrong with this?  Good ones were good at doing this and bad ones?  Yep, they were bad at it. 

Now in a prosultative selling environment with marketing automating this process must be systematic and process-oriented.  We will take the best practices of the best sales people and replicate them across every account.  If we do this we find a way to systemically replicate best sales practices to every prospect dramatically increasing our chance of success.  You need a tool like Marketbright to deliver this across all channels and all segments.  However, the concept is not new and if your marketing vendor actually involved sales people in the design of their tools, you would have something useful, like Marketbright.  You need Marketing to understand who to target, how to message, when to do it, you need sales to help understand what best practices have worked in the past.