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Aligning Sales with Marketing: San Francisco 

Courtyard San Francisco Downtown - 299 Second Street 
San Francisco , CA  94105 
3/22/2012 8:00 AM  - 3/23/2012 3:00 PM 


Details Schedule Registration Travel Exhibitors
                        The Last Frontier of True Integration of the
                                    Total Customer Experience

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

View the 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. – 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. – 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.

Hotel Air Travel Rental Car Ground Transportation
Training Series Location
Courtyard San Francisco Downtown
299 Second Street
San Francisco, CA 94105 
Phone:  1 415.947.0700
Fax:  1 415.947.0800
Reservations:  1 800.321.2211
Hotel Website: www.marriott.com/sfocd   

Welcome to the Courtyard Downtown San Francisco Hotel by Marriott, an urban Courtyard located just blocks from MOMA, the Moscone Center and the Embarcadero. Experience the Downtown San Francisco hotel which is right at home among the cafes and galleries of the eclectic SoMa (South of Market) district. Union Square, the Metreon Entertainment Complex and AT&T Park are also nearby. The Downtown San Francisco Hotel Package offers the amenities of a luxury hotel such as valet parking, a Starbucks and Whispers Bar and Grill in the lobby, Jasmines Restaurant for breakfast, room service, event catering, indoor pool, and complete fitness room at a price that other luxury hotels cannot touch. Here to work? Enjoy the large work desk and free high-speed internet available in all rooms.

Rates: $188.00 single/double (plus applicable state & local taxes, currently 15.5% + $0.34 CA tourism fee, which are subject to change without prior notice)

Rates are based on availability.
Rates include complimentary in-room high speed internet access

Please call 1 415.947.0700 or 1 800.321.2211 & reference the American Marketing Association Training Series “Aligning Sales with Marketing” to make reservations.

The cut-off date for reservations is February 29, 2012. After February 29, 2011, reservations will be accepted based on availability and at the prevailing 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. 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 room(s) become 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 and Tourism
Please visit http://www.onlyinsanfrancisco.com/ 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
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.

 
Directions & Transportation

Area Airports
From San Francisco - SFO
Distance: 14 miles N

Driving directions: Exit airport heading north on Highway 101 toward San Francisco. Follow 101 North until it intersects with Highway 280. Take 280 North toward Port of San Francisco. Highway 280 will turn into King Street. From King Street, turn left on 2nd Street. Hotel is on the right at the corner of 2nd and Folsom.

Estimated taxi fare: $40.00 (one way)  

Airport Shuttle Service (Operated by SuperShuttle)

SFO – Claim your luggage (lower level). Proceed to the upper level and outside to the curb. Follow the SuperShuttle signs to get to the SFO Airport agent (in teal green jackets) and they will arrange your SuperShuttle transportation to your destination. You will wait for your van at Terminal 1 (across from Air Canada) or Terminal 3 across from United door #3.

Please visit http://www.supershuttle.com/ for more information or call 1 800 BLUE VAN (1 800.258.3826).

Single Fare One-Way: $17.00 (subject to change without notice) 

From Oakland - OAK

Distance: 18 miles NW

Driving directions: Exit airport following signs to Highway 880 North. Enter highway heading north following signs toward San Francisco. Cross Bay Bridge into San Francisco and exit the Bay Bridge at the Harrison Street Exit (left side). At the bottom of the ramp turn left on Harrison. Go two Blocks and turn Right on Second. Hotel will be on your right.

Estimated taxi fare: $60.00 (one way)

Airport Shuttle Service (Operated by SuperShuttle)

OAK - Advanced reservations are required. Please call 1 800 BLUE VAN (1 800.258.3826) to make your reservations. Upon arrival call the same 800 number, select option 1 and provide your reservation number so we can accommodate you. Please wait for your SuperShuttle van across from Terminal 1, shelter number 3, at the “Door to Door Reservation” zone.

Please visit http://www.supershuttle.com/ for more information or call 1 800 BLUE VAN (1 800.258.3826).

Single Fare One-Way: $27.00 (subject to change without notice)

Public Transportation

Please visit the following websites for more information:

http://www.bart.gov/

http://www.sfmta.com/

http://www.caltrain.com/

Parking at the Hotel

Valet Parking is available at the Courtyard San Francisco Downtown

Daily fee: $49.02 (subject to change without notice)

Valet parking includes in & out privileges.

There are no exhibit opportunites with this event.
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