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Bridging The Gap Between Sales And Marketing
- 1. Bridging The Gap Between Sales and Marketing Speakers: Greg Anyon Rob Fearn Peter McPartland Ian Roe
- 2. Introduction Rob Fearn Chair, CIM Merseyside
- 3. “ Bl**@y! sales” CIM Member “ Simplifying Key Marketing Messages” Event 4 th May 2006 “ A WAR!” Kotler, Rackham and Krishnaswamy “ Bl**@y! marketing” CIM Member “ Simplifying Key Marketing Messages” Event 4th May 2006
- 5. So who is prepared to put the “gun” down first?
- 7. Understanding the sales process Greg Anyon CIM Course Director
- 11. The current relationship between sales and marketing Rob Fearn Chair, CIM Merseyside
- 12. A broken process
- 14. … that just need reconnecting and aligning Advocacy Loyalty Hand-over to the business Purchase Purchase intention Hand-over to sales Brand preference Brand consideration Brand awareness Customer awareness Marketing Sales The whole business
- 15. Creating a new partnership between sales and marketing Peter McPartland CIM Ambassador, SME
- 24. Preferred communication styles Authoritarians Key Points Analysers Facts Logically Presented Visionaries Themes Supporters Contribute and Personalise Visual People Imagery and Colours Auditory People Speech Kinaesthetic People Emotions
- 30. What we can do to check and change our behaviour Ian Roe CIM Ambassador, Cheshire
- 40. Thank you
Notas del editor
- Complex messages don’t work internally or externally There must be consistency between the push and pull messages from sales and marketing. But clearly sales must be provided with appropriate / relevant tools which are consistent with the marketing messages. Marketing may need to reconsider their “message” if if clearly isn’t in line with what real customers want.