Aligning Sales with Marketing: Philadelphia

Courtyard Philadelphia Downtown
21 N. Juniper Street, Philadelphia , PA 19107
6/14/2012 8:00 AM - 6/15/2012 3:00 PM

Details Schedule Registration Travel Exhibitors

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

Aligning Sales with Marketing Brochure

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. Program Starts
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. Program Starts
8:30 a.m. – 3:00 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.

Event Registration

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Non-Member Price	Member Price
$1,825.00	$1,575.00

Hotel Air Travel Rental Car Ground Transportation

Training Intensive Hotel Location
Courtyard Philadelphia Downtown
21 N. Juniper Street
Philadelphia, PA 19107
Phone: 1 215.496.3200
Fax: 1 215.496.3696
Hotel Website:
http://www.marriott.com/hotels/travel/phldc-courtyard-philadelphia-downtown/

A PIECE OF PHILADELPHIA HISTORY! The Courtyard Philadelphia Downtown hotel opened after a grand $75 million restoration, recapturing the grandeur of its 1926 origins and placing it among the premier downtown Philadelphia hotels. Unlike other downtown Philadelphia hotels, the 498-room hotel is listed on the "National Register of Historic Places" and stands as a charming testament to time with unique architectural details. Catering to both business and leisure travelers, the elegant historic downtown Philadelphia hotel is ideally located in the "Heart of Center City" across from City Hall, 1 block to the Pennsylvania Convention Center and within walking distance of the Financial & Historic Districts, Avenue of the Arts and renowned restaurants and shopping.

Rates: $169.00 Single/Double occupancy (plus applicable state & local taxes, currently 15.2%)
Rates are based on availability.
Rates include complimentary in-room high speed internet access.

Please call 1 800.321.2211 or 1 215.496.3200 & mention the AMA Training Series “Aligning Sales with Marketing”. You must make your hotel reservations by May 16, 2012 and properly identify yourself to qualify for the special group rate.

In order to confirm a reservation, the hotel will require a credit card or first night’s room & tax deposit, refundable up to 6:00 p.m. hotel time on the day of arrival. Cancellations made after 6:00 p.m. hotel time on the day of arrival & no-shows will forfeit the initial deposit.

Check in time is 3:00 p.m. and check out is at 12:00 p.m. Anyone arriving earlier than 3:00 p.m. will be checked in as soon as a room(s) becomes available. Guests checking out early may be assessed an early departure fee. Upon check in, guests will be asked to verify their departure date. At that time, scheduled departure dates may be altered.

Area Attractions, Events & Tourism
Please visit the Philadelphia Convention & Visitors Bureau website http://www.philadelphiausa.travel/ 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.

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
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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:
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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.

Directions
Area Airport
Philadelphia International Airport - PHL
Distance: 10 miles SE
Driving Directions: Take Interstate 95 North to Interstate 676 West (Central Philadelphia) and exit at Broad Street (Route 611). Stay in the left lane and take the first left turn onto Vine Street. Continue on Vine Street to 12th Street and turn right. Proceed to Market Street and turn right. Follow Market Street toward City Hall and the hotel will be on the right immediately after the first traffic light.

Transportation
Taxis
Taxicabs are readily available at the Philadelphia International Airport. The estimated taxi fare is approx. $29.00 one-way.

Public Transportation
Train service from the airport is available on SEPTA (Southeastern Pennsylvania Transportation Authority).
Please visit the SEPTA website for more information http://www.septa.org/.

Shuttle Service
Lady Liberty Transportation provides airport shuttle service to & from the Philadelphia International Airport. Fares are $10.00 one-way (subject to change without notice).
Travel from the Philadelphia International Airport:
Reservations are not required for airport arrivals. Service is available from 5:30am until 12:00 midnight. Proceed to Ground Transportation counter upon arrival (located near Baggage Claim) and register with the counter attendant (ticket number will be called when van arrives). Dial 27 from courtesy phones at counter and inform dispatcher of destination and number in party (please call after luggage is claimed).
Travel to the Philadelphia International Airport:
Call 1 215.724.8888 to make a reservation in advance. Recommended pick-up time is at least 2 to 2.5 hours before departure time for domestic flights. Recommended pick-up time is at least 3 to 3.5 hours before departure time for international flights.
Please visit http://ladylibertyshuttle.com for more information.

Parking at the Hotel
The Courtyard Philadelphia Downtown offers valet parking at a rate of $45.60 per day (subject to change without notice).

There are no exhibit opportunities with this event.

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