Learn how marketing and sales can integrate with optimal efficiency for different types of organizations

1. Sales & Marketing Integration How to formulate the optimum organization

3. Four Goals of a Successful Sales Force Source: High Impact Sales Force – Harvard Business School May 22, 1998 Effective Sales Organization Sell new customers or group of customers Increase Customer Satisfaction & Retention Create Value & Differentiation from the Competition Short term oriented Responsible for sales volumes Execution oriented Increase Account Penetration & Profitability

4. Eight Goals of Marketing Understand the Market & Competition Effective Marketing Organization Segment the Market Integrate Learnings Communicate with the Market Build the Company’s Strategy Generate Leads Track Effectiveness Design Products to Support the Strategy Long & Short term oriented Responsible for Profit Planning Planning oriented Tactical Marketing Strategic Marketing Product Marketing

8. Integration to Maximize Your Return on Marketing & Sales Create Solutions Define the Market & Create Demand Take Orders Sales Support Role of Marketing Role of Sales McDonalds iPod Old IBM New Pitney Bowes Old Pitney Bowes Old EMC Insurance Co’s New EMC