B to B: Aligning Marketing to Sales (Half Day)

Leveraging Insights to Build your Competitive Advantage
(Half Day Workshop)

Workshop Description
Marketing and sales alignment offers the single greatest opportunity for improving business performance. The challenge is that sales and marketing can view things differently. In the B to B world, sales is often focused on building relationships with key decision-makers within target companies, while marketing is primarily focused on generating leads and nurturing them through the sales funnel. This difference in focus can make alignment between the two departments even tougher.

In this workshop, you will learn that coordination and alignment between marketing and sales requires more than just tacking marketing communications onto the front end of an existing sales process. You will learn how to coordinate marketing and sales objectives, strategies, activities, and goals. Using discussions and exercises, you will learn about the causes of misalignment, define terms to improve communication, create actionable processes and improvement plans, and you will discover how to eliminate misalignment going forward.

Led by a former CEO of several divisions of a Fortune 200 company, this workshop shows you how to better align marketing and sales within your organization; you will gain an understanding of the frameworks and techniques needed to execute B to B marketing and sales alignment. You will address your own marketing and sales alignment challenges and you will also create an activation blueprint that helps to improve alignment.

Who Is This Workshop For?
A foundational assumption of this workshop is that you believe that competing in today’s world requires better alignment between marketing and sales to build your competitive advantage. This being the case, this workshop is for:

• Individual contributors, first line and mid-level managers in marketing and those in in sales who want to help the company gain greater alignment between these organizations
• Managers who are assuming marketing or sales responsibilities for the first time, and those managers already in a marketing or sales capacity but without significant experience

Workshop Benefits
As a result of this workshop, you will be better able to:

Increase marketing effectiveness by:

• Understand the roles marketing and sales play in driving corporate success
• Learn how to communicate and focus on the same meaningful metrics
• Build a collaborative process for monitoring and reporting

Increase marketing efficiency by:

• Better understanding what sales needs and why they need to produce less wasteful efforts in marketing

Improve marketing ROI by:

• Gaining a competitive advantage driven by improved alignment
• Doing more of what matters to the sales

Improve employee alignment and collaboration by:

• Creating a common focus … on the consumer
• Address your own company-specific challenges around marketing/sales alignment
• Acquiring tools and frameworks to implement change throughout your organization

Download the full agenda here