Aligning Sales with Marketing - 2014 - Chicago

Summit Executive Centre
205 North Michigan Avenue, 10th Floor, Chicago, IL 60601
1/1/0001 12:00 AM - 1/1/0001 12:00 AM
Register before 1/1/0001 12:00 AM for early registration fee
Aligning Sales with Marketing - Chicago
Break down barriers to a successful customer experience
 

Listen to a sneak peek Aligning Sales with Marketing Podcast by Instructor Greg Marshall, Charles Harwood Professor of Marketing and Strategy, Crummer Graduate School of Business at Rollins College

Download Aligning Sales with Marketing Brochure >>

One of the most challenging (and potentially frustrating) aspects of modern life as a marketer can be the relationship between marketing and sales. Many firms seem timid about addressing the issue head-on and dealing with longstanding organizational, cultural and structural barriers.

When a firm’s revenues are falling short of their projections, the sales team is often told to do whatever it takes to bring home the business. This marching order can compromise important elements of the long-term customer relationship and negate strategies toward which marketing has invested considerable resources. As a result, instead of driving the overall customer experience, marketing can become merely an afterthought—and even the best marketing strategies can be rendered obsolete in pursuit of the next sale. This is unacceptable.

Obviously, you need strong leadership to break out of such suboptimal behaviors and that leadership most often must originate within marketing. This session will give you actionable ideas to help you take the lead to bridge the divide between marketing and sales in your organization. It is unique in that each attendee will come away with a customized individual personal action agenda directed to his or her specific organizational needs.

Aligning Sales with Marketing - Learning Objectives

  • Identify specific areas of dysfunction in your marketing/sales relationship.
  • Assess the impact of misalignment on branding, messaging, lead generation, and the customer experience.
  • Through discussions and table exercises, share best practices and winning ideas for improving effectiveness of the marketing/sales relationship.
  • Learn how to get it done at your own organization – one size solutions definitely do not fit all! Develop your own personalized action agenda that you can begin to apply immediately.

Aligning Sales with Marketing - Who Should Attend

This session is ideal for marketers who are charged with working closely with sales organizations and who would like to move toward better synergies between the two areas. Enlightened sales executives are also very welcome.

Aligning Sales with Marketing – Cancellation Policy

All Training Series cancellations and requests for refunds must be submitted to the AMA via email at cchun@ama.org. Cancellations received four weeks prior to the event start date will receive a refund minus a $150 early cancellation fee. Cancellations received after that date will receive a refund minus a $300 late cancellation fee.

Registrants wishing to cancel may send someone to take their place without penalty if they send a written request with the replacement person’s name to info@ama.org at least two weeks prior to the event start date. No refunds will be given after November 29, 2014.

A conference registration may not be shared by two or more individuals. Space is limited and on-site registration cannot be guaranteed. Separate cancellation policies may exist for pre-conference programs, tutorials, and other associated events. Hotel and transportation reservation cancellations must be handled by the individual registrant directly with the hotel, airline and/or other company.

About the Instructor
Greg W. Marshall

Aligning Sales with Marketing - Agenda

Day One
8:00–8:30 a.m. Registration and continental breakfast
8:30 a.m.–5:00 p.m. Program (includes lunch and morning/afternoon breaks)

Introductions and game plan

Where marketing and sales intersect

  • Marketing’s roles
  • Sales’ roles

Where does your organization stand now?

  • Alignment diagnostic: assessing your current marketing/sales relationship
  • Score and discuss the diagnostic; identify challenges and opportunities

Root causes of distress between marketing and sales

  • The language of sales and marketing
  • Identify stereotypical differences between sales and marketing

Fostering a customer centric culture

What makes a salesperson “tick”?

  • The sales psyche
  • Sales role changes

Idea Oasis #1 - table exercise


Day Two

8:00– 8:30 a.m. Continental breakfast
8:30 a.m.–3:00 p.m. Program (includes lunch and morning break)

Value as a driver of marketing/sales alignment

  • Delivering value in important ways: marketing to sales; sales to marketing; and both teams to customers

Idea Oasis #2 - table exercise

Impact points of marketing/sales dysfunction on marketing strategy effectiveness: branding, messaging, lead generation, and the customer experience

Organizational and functional models for improved marketing/sales alignment

Implementation and sustainability of effective marketing/sales interface

  • Focus on maximizing the total customer experience
  • Toward common metrics for marketing and sales
  • Benchmarking success
  • Importance of internal marketing

Develop your personal action agenda

  • Share and critique

 

Registration is not available at this time.

Training Series Location 
Summit Executive Centre
205 North Michigan Avenue, 10th Floor
Chicago, IL 60601-5922
Phone: 1 888.887.2070 or 1 312.938.2000
Fax: 1 312.861.0324

Located in the heart of downtown Chicago on the northeast corner of Michigan Avenue and Lake Street (two blocks South of the Chicago River), Summit Executive Centre is just steps away from Millennium Park as well as the City's premier hotels, shopping and entertainment.
The Summit is conveniently located near two international airports: O'Hare (18 miles) and Midway (11 miles). It is also within a three to eight minute walk of six of Chicago's finest hotels, connected to two of them (the Swissôtel and Hyatt Regency Chicago) through an enclosed concourse and literally steps away (140 to be exact) from the rear exit of the Fairmont to the side entrance of the facility.

Recommended Hotels 
Hyatt Regency Chicago on the Riverwalk
151 E. Wacker Drive 
Chicago, IL 60601 
Phone: 1 312.565.1234
Reservations: 1 800.233.1234
Walking Distance to Summit (3 minutes) 

Swissôtel Chicago 
323 E. Wacker Drive 
Chicago, IL 60601 
Phone/Reservations: 1 312.565.0565
Walking Distance to Summit (5 minutes)
For individual reservations, click here for the direct booking link.

Fairmont Chicago 
200 North Columbus Drive 
Chicago, IL 60601
Phone/Reservations: 1 312.565.8000
Walking Distance to Summit (Less than 2 minutes)

Hard Rock Hotel Chicago
230 North Michigan Avenue
Chicago, IL 60601
Phone: 1 312.345.1000
Walking Distance to Summit (1 Minute)

Club Quarters
75 East Wacker Drive 
Chicago, IL 60601 
Phone: 1 312.601.3400
Walking Distance to Summit (less than 5 Minutes)
For individual reservations, contact the hotel directly at 312.601.3400 and ask for the "Summit Executive Centre Corporate Rate".

Comfort Suites
320 North Michigan Avenue 
Chicago, IL 60601 
Phone: 1 312.204.6902
Click here for the direct booking link.

For more information, please visit Summit Executive Centre Accommodations

Area Attractions and Events
Please visit the Chicago Convention & Tourism Bureau for additional city information.

ADA 
The AMA is committed to providing equal access to our meetings for all attendees. If you are an attendee with a disability and require program accommodations, please contact the AMA Meeting Services Department, and a member of our staff will ensure that appropriate access arrangements are made. If you have specific disability related needs for your hotel sleeping room, please be sure to communicate those directly to the hotel when you make your reservation. In an effort to provide the highest quality of service to all attendees, we require that details of all access requests be communicated to our office at least 14 days in advance of the beginning of the meeting. 

AMA's travel coordinator, Tower Travel Management, is available to assist with reservations. Call 1 800.542.9700 within the U.S. and Canada. Reservation lines are open Monday through Friday 8 a.m. - 6 p.m. CST or, you may contact them via email at association@towertravel.com.  

Tower Travel will proactively research airfares on ALL airline carriers to ensure that the lowest available fares are offered to all attendees. They are dedicated to providing superior customer service and hassle-free travel arrangements. Please note that fees, restrictions and cancellation penalties will apply.

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Directions to parking 
Michigan Plaza 205/225 North Michigan Ave.

From Michigan Ave.
Take Michigan Ave south across the river to the third stop light, Lake Street., and take a right (West). Immediately turn right (North) on Garland and then right (East) on Lower South Water. Stay on the far right side of the pylons. Follow signs for 205 / 225 Michigan Plaza to the 2nd stop sign after crossing Lower Michigan Ave (Lower Columbus Dr.) and take a right (South) for one block. Take another right (West) on Lower Lake St. The entrance to the Public Parking Garage will be at the end of the street on your right.

From the North Suburbs
Take the 90/94 exit at Ohio St. and proceed East to State St., and take a right (South). At Illinois St. take a left (East). At Lower Michigan Ave. take a right (South) and proceed across the river to the second stop light, Lower South Water, (the first light is Lower Wacker Dr.) and take a left (East). Stay on the far right side of the pylons. Follow signs for 205/ 225 Michigan Plaza to the 2nd stop sign (lower Columbus Dr.) and take a right (South) for one block. Take another right (West) on lower Lake St. The entrance to the Public Parking Garage for will be at the end of the street on your right.

From the South or West Suburbs
From 90/94 or I 290 follow signs into Chicago via Congress Parkway. Take a left onto Columbus Dr. Proceed north for 5 lights to South Water Street. Make a left (West) and go DOWN THE MIDDLE RAMP TO THE STOP SIGN. Make a sharp left "U" turn around the pylons back East to lower Columbus drive. (Follow signs for 205/ 225 Michigan Plaza.) At lower Columbus Dr., take a right (South) for one block. Take another right (West) on lower Lake St. The entrance to the Public Parking Garage for will be at the end of the street on your right.

From LSD North/South
Exit at Randolph Street. Take a right (North) onto Columbus Drive. At the second light make a left (West) onto South Water and go DOWN THE MIDDLE RAMP TO THE STOP SIGN. Make a sharp left "U" turn around the pylons back East to lower Columbus drive. (Follow signs for 205/ 225 Michigan Plaza.) At lower Columbus Dr., take a right (South) for one block. Take another right (West) on lower Lake St. The entrance to the Public Parking Garage for will be at the end of the street on your right.

Park on any level P1-3, but you must pay on P-1 before exiting the garage. Take the elevator up to the Lobby Level of the building. Proceed to the security desk for your daily pass. Take the elevators on the left and go up to the 10th floor.

Parking Prices as of January 1, 2012  
(subject to change without notice) 
$11.00 - prior to 7:30am until 10pm
$13.00 - prior to 9am until 10pm
$24.00 - after 9:30am
$18.00 - 2 hours to 4 hours

Transportation
O’Hare International Airport 
Taxi: Allow 1 to 2 hours
Approximately $40.00-55.00 
Airport Shuttle: GO Airport Express 
Approximately $29.00 one way (subject to change)
Train: $5.00 for travel that originates at O’Hare Airport (subject to change)
Allow approximately 45 minutes to an hour

By train from O'Hare Airport 
Take the "Blue Line To Loop" train into the city (about a 45-minute ride) to the Washington/Randolph Street station (below ground). Proceed up to the street level and walk east on Washington to North Michigan Avenue. Make a left and proceed to the 205/225 building entrance. Take the escalator up to the main lobby. Please stop at the security desk for 205 N. Michigan to obtain a Summit daily pass. Head to the right and take the middle bank of elevators to the 10th floor.

Midway Airport 
Taxi: Allow 45 minutes to 1½ hours
Approximately $30.00-45.00
Airport Shuttle: GO Airport Express 
Approximately $24.00 one way (subject to change)
Train: $2.25 (subject to change)
Allow approximately 45 minutes to an hour

B
y train from Midway Airport 
Take the "Orange Line To Loop" train into the city (about a 35-minute ride) to the State/Lake Street station. Proceed east on Lake Street to North Michigan Avenue. Cross over North Michigan Avenue and proceed to the 205/225 building entrance. Take the escalator up to the main lobby. Please stop at the security desk for 205 N. Michigan to obtain a Summit daily pass. Head to the right and take the middle bank of elevators to the 10th floor.

Helpful Websites
Chicago Transit Authority 
Metra Rail​ 

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