• Sales is a strategic issue
• 33 min
  1. The changing role of salespeople

  • Prof. Bill Donaldson
• 41 min
  2. Strategic customer management: sales is a strategic issue

  • Prof. Nigel Piercy
• 53 min
  3. Understanding the sales process: selling in the 21st century

  • Mr. Harry Macdivitt
• Sales and marketing drive customer value
• 28 min
  4. Ending the war between sales and marketing

  • Mr. Andrew Turnbull
• 36 min
  5. Clarifying the roles of marketing and sales

  • Dr. Kenneth Le Meunier-FitzHugh
• 51 min
  6. World class key account management

  • Prof. Lynette Ryals
• Sales performance improvement is the priority
• 41 min
  7. Understanding the link with Customer Relationship Management (CRM)

  • Dr. Pravin Balaraman
• 51 min
  8. Sales force performance management

  • Dr. Régis Lemmens
• 36 min
  9. How sales and sales management are changing

  • Ms. Beth Rogers

Printable Handouts

PDF

Navigable Slide Index

1. Introduction
2. Agenda
3. Importance of marketing and sales interface (1)
4. Importance of marketing and sales interface (2)
5. The change in marketing and sales relationship
6. The marketing and sales relationship
7. Issues in the marketing and sales interface
8. What types of problems exist? (1)
9. What types of problems exist? (2)
10. Pressure points between marketing and sales
11. How can these pressure points be reduced? (1)
12. How can these pressure points be reduced? (2)
13. Effects of reduced tension
14. Creating superior performance
15. Need to change
16. Why should marketing and sales integrate? (1)
17. Why should marketing and sales integrate? (2)
18. What is integration?
19. Why is integration important?
20. Why integrate?
21. Collaboration instead of integration
22. Successful collaboration
23. What effects collaboration?
24. Conflict between groups
25. Role of senior management
26. Role of senior management - setting goals
27. Role of senior management - conclusions
28. Communications (1)
29. Communications (2)
30. The value of knowledge
31. Implications of collaboration (1)
32. Implications of collaboration (2)
33. Guidance for senior managers
34. Conclusions
35. Thank you
36. References

Topics Covered

• Exploring the sales and marketing relationship
• Historically sales and marketing have been seen as a single functional area, but they have developed very different specialist skills, perspectives and cultures
• Problems in the sales and marketing relationship
• How to improve collaboration between sales and marketing
• The importance of the sales and marketing interface in creating superior business performance

Links

Series:

• The Role of Salespeople

Categories:

• Marketing & Sales

Talk Citation

Publication History

• Published on March 31, 2010