Two Hour Workshop by Lisa Dennis, President, Knowledgence Associates, and co-author of 360 Degrees of the Customer: Strategies & Tactics for Marketing, Sales and Service
In the quest for new and repeat customers, the marketing and sales professionals in your organization have been in a push-me, pull-me struggle to align their processes, tools, approach and philosophies to get better revenue traction. This ongoing challenge is gaining in urgency given the increasing propensity of buyers to take over the early sales process and leave us out of it. There is an alignment choice to be made here, but it isn’t really about aligning marketing and sales with each other. The increasing demands of prospects and customers alike all point to the critical necessity of alignment with the buyer. The real choice for marketing and sales is about whether to align from the inside-out, or from the outside-in. The highest performing organizations align from the buyer-in and keep the focus on engagement.
This workshop will walk you through how to build a buyer relationship framework to drive alignment within your marketing and sales teams. This modular and customizable approach will provide the road map and steps to integrating marketing and sales across all the key areas that drive new business.
- Charting the Buyer Journey in your Key Markets
- Building the Relationship Framework & Stages
- Redefining the Buying Cycle & Pipeline Process
- Identifying & Delivering Tools that Drive Internal Engagement
- Charting the Buyer Alignment Course Forward