Phil Krone, president and founder of Productive Strategies, Inc., spoke to the Chicago chapter of the American Marketing Association (AMA) on June 7. He had previsouly addressed the Turnaround Management Association (TMA) on June 2.
At the AMA event, Krone posed questions to help marketers better understand how well they are working with sales forces–and vice versa. A continuing challenge for marketers is that increased sales are an important measure of their performance but one over which they have little or no direct control.
TMA members and guests heard about “Growing Sales at Your Struggling Company,” revolving around such questions as “Is sales growth really the problem?,” “Does your client clearly differentiate from competitors in ways that customers value?,” and “How much are poorly performing salespeople costing your clients?”
TMA members are often called on to assist their clients in meeting aggressive sales goals in the most affordable way possible.One of the best ways to do that is to leverage already existing marketing and sales resources.
Productive Strategies, Inc., is a marketing and management consulting firm based in Northfield, Illinois, specializing in business-to-business growth challenges and opportunities. Consultative sales training and customized sales process development, lead generation and appointment setting, and marketing and marketing communications are among the firm’s specialized services.
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