AMA Marketing and Sales Bootcamp

Virtual | 2.5-Day Intensive Workshop

Day 1 | All Times Central

10:00 am - 1:00 pm

Why Can’t We All Just Get Along: Where Does Your Organization Stand Now in Terms of the Marketing/Sales Relationship?

  • Administer alignment diagnostic: assessing your current marketing/sales relationship
  • Score and discuss the diagnostic
    • What are the big challenges?
    • What are the big opportunities?
    • How can our time together jumpstart a roadmap for success?
  • Root causes of distress between marketing and sales
    • The language of sales and marketing
    • Identify stereotypical dissimilarities between sales and marketing
    • How do we bridge the classic gaps?

What Does the Organization and Its Top Leadership Want (Expect!) From Marketing and Sales?

  • Marketing and sales contributions to the organizational bottom line
  • “Upselling” marketing to your organizational leadership
  • Internal navigation and internal marketing

Roles, Goals and Cultures for Marketing and Sales

  • What makes a salesperson “tick”?
    • The sales psyche
    • Drivers of salesperson role evolution
    • Aligning marketing with sales
  • What makes a marketer “tick”?
    • The marketing psyche
    • Drivers of marketer role evolution
    • Aligning sales with marketing

Break

2:00 pm - 5:00 pm

Fostering A Shared Customer Centric Culture

  • What does it mean to be customer-centric?
    • What is a customer-centric mindset?
    • Why is the mantra of customer-centricity key to organizational success?

Where’s the End Consumer in the Equation?

  • How customers choose
    • Decision making
    • Emotional/sensory marketing
    • The self/brand relationship
    • Social shopping
    • Cs/D (customer satisfaction/dissatisfaction)
    • The customer persona and journey map

Ramp Up Customer Engagement

  • Involvement
    • Gamification
    • Stimulation
      • AR/VR (augmented and virtual reality)
    • Co-creation

Day 2 | All Times Central

10:00 am - 1:00 pm

Major Trends in Consumer Behavior

  • Sustainability
  • Diversity
  • The sharing economy
  • Personalization
  • Automation/AI (artificial intelligence)
  • The postmodern consumer
  • And more…

CRM: Customers and Data

  • Traditional sales process versus a digital cycle
  • How has the global pandemic experience sped up the digital cycle?
  • CRM options and performance
  • CRM as an enabler of marketing and sales integration

What is Value?

  • What does value mean in today’s economy?
  • Both marketing and sales need to understand value and its relationship to the customer

Organizational Value Creation in a Digital World

  • Traditional versus digital values
  • Digital transformation versus digital journey
    • Commitment to success

Values of a Digital Culture

  • Creativity, equality, empathy, integrity, knowledge, efficiency, openness, unity
  • Returning to your culture for marketing and sales: Have the values been broken?
  • Define goals to meet your values
  • Shaping your brand message around the values

Break

2:00 pm - 5:00 pm

The Role of Social Selling In Today’s Overall Marketing and Sales Strategies

  • Organizational buyers’ expectations of how they prefer (demand) to be “sold to” have changed
  • To optimize social selling, the salesperson, sales management and marketing must be on the same page!

Day 3 | All Times Central

10:00 am - 1:00 pm

Create Your Own Personal Action Agenda and Priorities

  • Our goal is that everything we’ve focused on can be applied to the best advantage of you and your organization!
  • Be ready to begin to implement “on Monday morning”

What is the learning approach for this Bootcamp?
Active! Engaging! Participatory! The Bootcamp uses discussion, best practices sharing, Idea Oasis breakout exercises and the creation of a personal action agenda so you can apply what you’ve learned “on Monday morning!”

I’m not able to attend the full time. Can I still participate?
Yes! Your registration includes access to on-demand session recordings for six months.