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Aligning Sales with Marketing: Chicago 

The University of Chicago Booth School of Business - Gleacher Center 
450 North Cityfront Plaza Drive, Chicago , IL  60611 
11/10/2011 8:00 AM  - 11/11/2011 5:00 PM 


Details Schedule Registration Travel Exhibitors

NEW

The Last Frontier of True Integration of the Total Customer
Experience

Aligning Sales with Marketing Brochure

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

There’s no question that 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 toward addressing the issue head-on, likely due to longstanding organizational cultural and structural barriers. Obviously leadership is a key element to breaking out of suboptimal behaviors between these two critical organizational functions, and examples do exist of even very large firms that turned loggerhead into mutual cooperation.

Sales organizations wield the power of real-time revenues – that is, when top management sees that a revenue forecast (quarterly or otherwise) is coming up short the first phone call made is to the Chief Sales Officer with orders to quickly do whatever it takes to bring home the business. This simple marching order can compromise important elements of the long-term customer relationship and negate branding and strategy strategies toward which marketing has invested considerable resources. Although clearly marketing and optimizing the overall customer experience are more and more becoming a “boardroom topic,” as an investment driven business model complete backed by metrics, at the same time at a tactical level marketing can often become relegated to merely a sales support role. This is not acceptable.

This cutting-edge and highly engaging session takes on the challenges of the marketing/sales interface head-on and offers marketers a unique opportunity to foster the capability to serve as a game changer in their organizations.  Issues and ideas are discussed at a practical and pragmatic level with the overall goal being to send attendees back to their firms enabled to lead and influence more effective alignment of sales with marketing and ultimately ensure that the long term customer experience is not compromised.

 Learning Objectives

  • Understand the complexity of how and why marketing and sales become disaffected with each other.
  • Identify specific areas of dysfunction in the marketing/sales relationship and how the disconnects impact customers, messaging, branding, and bottom line.
  • Explore best practices among firms that have been successful in re-aligning sales with marketing.
  • Develop an action agenda for each participant to carry back to the workplace to implement a more effective alignment of sales with marketing in their firm.

Who Should Attend
This session is primarily targeted toward marketers for whom, in order to achieve success for their offerings, a sales organization plays a significant role. Enlightened sales executives are also very welcome.

Cancellation Policy
Cancellations received 4 weeks prior to the event will receive a refund of fees minus $150 cancellation fee. Cancellations received within 4 weeks of the event will receive a refund of fees minus $300. There will be no cancellations on or after the start date of the training.

About the Instructor
Greg W. Marshall, Ph.D.

Schedule

 Day One

8:00 – 8:30 a.m. Continental Breakfast

8:30 a.m. – 5:00 p.m. Program (includes Lunch, Morning and Afternoon Break)

  • Introduction, goals, and overview
  • Administer initial diagnostic – assessing your marketing/sales relationship
    • Score and discuss the diagnostic – identify challenges and opportunities
  • Root causes of distress between marketing and sales
  • Impact of marketing/sales dysfunction on the customer experience – messaging, branding, and financial outcomes

Day Two

8:00 – 8:30 a.m. Continental Breakfast

8:30 a.m. – 5:00 p.m. Program (includes Lunch, Morning and Afternoon Break)

  • Case studies in aligning sales with marketing – learning from best practices
  • Create an organizational framework for success in the marketing/sales relationship
  • Develop individual action agendas for participants – sharing and critiquing
  • Tips on implementation and sustainability of effective marketing/sales interface toward maximizing the total customer experience - benchmarks for evaluating how successful your company is in this important partnership.

 

Hotel Air Travel Rental Car Ground Transportation

Training Series Conference Center Location
The University of Chicago Booth School of Business
Gleacher Center
450 North Cityfront Plaza Drive
Chicago, IL 60611-4316
Phone: 1 312.464.8787
Fax: 1 312.464.8683
www.gleachercenter.com

The Gleacher Center is conveniently located in the heart of Chicago’s business community just blocks away from the Loop and steps away from Magnificent Mile shopping, restaurants and hotels.  It is easily accessible from public transportation and adjacent parking lots.

Hotels within One Mile of the Gleacher Center
*Courtyard by Marriott  312-660-2401  165 E. Ontario St.
**Embassy Suites Hotel  312-423-6312  511 N. Columbus Drive
*Fairmont Hotel   312-565-6674  200 N. Columbus Drive
Four Seasons    312-649-2314  120 E. Delaware Place
Hilton Garden Inn   312-527-2656  10 East Grand Avenue
Holiday Inn Chicago City Center 312-787-6100  300 E. Ohio
Hilton Suites Chicago/  312-664-1100  198 E. Delaware Place
 Magnificent Mile
*Homewood Suites by Hilton  312-644-2222  40 E. Grand Ave.
**Hotel Inter-Continental  312-944-4100  505 N. Michigan Ave.
*Hotel Monaco Chicago  312-960-8500  225 N. Wabash
*Hyatt Regency Chicago  312-616-6953  151 E. Wacker Drive
**Le Meridien Chicago  312-327-0644  520 N. Michigan Ave.
**Marriott Downtown Chicago 312-836-0100  540 N. Michigan Ave.
*Omni Chicago Hotel   312-944-6664  676 N. Michigan Ave.
The Peninsula Chicago  312-573-6604  108 East Superior Street
The Ritz Carlton Hotel  312-266-1000  160 E. Pearson
**Sheraton Chicago Hotel  312-464-1000  301 E. North Water St
 & Towers
*Swissotel    312-565-0565  323 E. Wacker Drive
W  Hotel    312-943-9200  644 N. Lake Shore Drive
*Westin River North   312-744-1900  320 N. Dearborn Street
*Wyndham Chicago   312-274-4429  633 N. St. Clair Street

** walking distance to the Gleacher Center: 1-2 blocks
*  walking distance to the Gleacher Center: 2-5 blocks

Area Attractions, Events and Tourism
Please visit www.choosechicago.com for additional city information.

Conference Attire 
Conference attire is business casual.  Meeting rooms tend to be cool so you may wish to bring a sweater/jacket.

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.

Alamo Rent-A-Car
Drive Happy with Alamo. Where American Marketing Association members save up to 20%. And, with self-serve check-in you can skip the counter, check-in at the kiosk and drive away. All you need is a valid driver's license, major credit card and an existing reservation. It's that easy. To make a reservation click here: https://www.alamo.com/index.do?action=/hotDealsTemplate&msg=alamo-ama
or call Alamo Rent A Car at 1-800-462-5266. Be sure to request Contract ID AMA7745 at the time of reservation.

Enterprise Rent-A-Car
Great Cars. Low Rates. Free Pick-up.
When you’re ready to go, we make it easy with everyday low rates on great cars. With the largest fleet in North America and a wide variety of vehicles, Enterprise has you covered. Plus, we're always nearby at more than 6,000 neighborhood and airport locations. Reserve and Save:
http://www.enterprise.com/car_rental/deeplinkmap.do?bid=002&cust=AMA7745&cm_mmc=AMA-_-Discount-_-AMA7745-_-null
Pick-up and drop-off service is subject to geographic and other restrictions.

National Car Rental
As an American Marketing Association member, you'll get up to 20% off rentals at National Car Rental.  And, with the Emerald Club® from National Car Rental, you can bypass the counter and choose your own car. To enroll now, click here: www.emeraldclub.com.  
To make a reservation online click here:
https://www.nationalcar.com/index.do?action=/hotDealsTemplate&msg=national-ama
or call National Car Rental at 1-800-CAR-RENT® and reference Contract ID AMA7745 at the time of reservation.  Go National. Go Like a Pro.

Airports
O’Hare International Airport
Taxi:  Allow 1½ to 2 hours
Approximately $40-55
 
Airport shuttle:  www.airportexpress.com    
Approx. $30 one way (subject to change)
 
Subway:  $2.25 (subject to change)
Allow approximately 45 minutes to an hour
*Airport signs will direct you to “Trains to City”                       
*Depart at Clark/Lake stop and either:
*Take cab to our address (approximately $7)
*Walk east to Michigan Avenue, turn left walking north, cross Chicago River (you can see our building on right along the river) and immediately after the bridge turn right to walk through plaza to our building entrance (approximately 7 long blocks)
*Take bus by walking 2 short blocks to Lake & State to catch one of the following buses: #10, #145, or #146 and depart at the first stop after you’ve crossed the river.  Then just walk through the plaza you’re in to our building entrance.
 
Midway Airport
Taxi:  Allow 45 minutes to 1½ hours
Approximately $30-45
 
Airport shuttle:  www.airportexpress.com      
Approx. $25 one way (subject to change)
 
Subway:  $2.25 (subject to change)
Allow approximately 45 minutes to an hour
*Airport signs will direct you to “Trains to City”
*Depart at State and Lake stop and either:
*Take cab to our address (approximately $7)
*Walk east to Michigan Avenue, turn left walking north, cross Chicago River (you can see our building on right along the river) and immediately after the bridge turn right to walk through plaza to our building entrance (approximately 5 long blocks)
*Take bus from State & Lake to catch one of the following buses:  #10, #145, or #146 and depart at the first stop after you’ve crossed the river.  Then just walk through the plaza you’re in to our building entrance.
 
Public Transportation Directions
From El (subway):
Red Line (Howard/Dan Ryan)
*Depart at Grand Avenue stop 
*Walk east to Michigan Avenue (walk up stairs at the Nordstrom’s building to access main upper Michigan)
*Turn right to head southbound
*Cross to east side of Michigan
*Turn left to walk through plaza just after the Chicago Tribune Tower (we’re the only 6-story building in that plaza)
 
From Buses:
Buses running along Michigan Avenue
2, 3, 10, 145, 146, 147, 151 (from Union station), and 157 (from Ogilvie station)
*Depart on north side of Chicago River in front of either the Equitable Building and Chicago Tribune Tower or Wrigley Building (depending on which direction you’re traveling)
*Gleacher Center is in the same plaza as the Equitable Building and Tribune Tower (it’s the only 6-story building in that plaza)
 
Commuter Trains:
Union Station:    Take the 151 bus and follow directions above
Ogilvie Station:  Take 157 bus and follow directions above
LaSalle Station:  Walk to bus station on corner of Well and Congress to catch #147 bus and follow directions above
IC Randolph Station:  Walk west 1 block to Michigan Avenue, turn right and walk approximately 4 blocks. Once you’ve crossed the bridge, we’re directly on the right along the river just behind the Equitable Building in the same plaza as Tribune Tower
 
Helpful Websites:
www.transitchicago.com  
www.metrarail.com  

Driving Directions
From Interstate 90/94
To entrance: Heading either north or south on I-90/94, exit at Ohio Street. Follow Ohio east to Michigan Avenue. Turn right. At the second light, turn left on Illinois Street. At stop sign, turn right. Gleacher Center is on the right.
To area parking: Heading either north or south on I-90/94, exit Ohio Street east. Follow Ohio Street east to St. Clair Street, which is one block beyond Michigan Avenue and turn right. Travel two blocks on St. Clair Street to lower Illinois Street and turn left. Travel one block on lower Illinois Street and parking is one block on the right. Standard parking rates apply.

From Lake Shore Drive
To entrance: Heading either north or south on Lake Shore Drive, exit at Grand Avenue. Follow Grand west to Columbus Drive/Fairbanks Court; turn left to East North Water Street and turn right. Gleacher Center is straight ahead.
To area parking: Heading either north or south on Lake Shore Drive, exit Grand Avenue. Follow Grand Avenue west to St. Clair Street, approximately four blocks, and turn left. Travel one block to lower Illinois Street and turn left. Parking is one block down on the right. Standard parking rates apply.

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