| Program Content |
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Framework for Sales and Marketing Success |
- The case for increased effectiveness through Sales and Marketing specialization
- Defining the key activities of Sales and of Marketing for customer facing organizations
- How aligning Sales and Marketing increases customer value leading to sales success
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Challenges of Sales and Marketing Specialization |
- The coordination and collaboration challenges arising from separate and shared Sales and Marketing roles
- How the differences between Sales and Marketing roles and skills lead to conflicting thought worlds
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Overcoming Conflicts between Sales and Marketing |
- The role of people, process, structure, and culture in achieving Sales and Marketing alignment
- Alternative models to achieve Sales and Marketing alignment based on industry and sales environment
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