All business operates in a state of change. There have been dozens of management philosophies in vogue over the last several decades, and the acronyms are familiar: TQM, Six Sigma, MBWA (thanks to Tom Peters, marketers can relate to this one!). In the financial area, the jury is out as to best accounting practices for healthy profits. We’re still smarting from the rigor of the corrective practices imposed during the last economic downturn, Sarbanes-Oxley. And now Mark to Market vs. Generally Accepted Accounting Practices are a hot debate in the current downturn.
But Sales and Marketing best practices are different. In the fast-morphing customer marketplace, both Sales and Marketing practices evolve at extraordinarily rapid rates. Both of their domains extend further into emotional, psychological, tribal, behavioral and sensory experience areas. It’s no wonder the sparks of debate are flying.
Why is it important to engage the debate about which are best, which should prevail? In part, it’s because these are complex and crazy times. You know it when appliance marketing looks like fashion branding. In this downturn, the business community has come out strong in support of rethinking—not cutting—marketing: see Marketing your way through a recession. And yet we are far from consensus—not that we have to agree, but the contradictions can be enormous. Let’s not lose this opportunity to demonstrate the critical importance of marketing!
To find clarity, I prefer to ask questions, and let the best answers flow from the debate. And that’s exactly what’s in store at the next MENG Marketing Leadership seminar, coming up on Thursday, January 15. I hope you’ll attend the event.
MENG will host top sales officers, responsible for the sales function in their organization, to participate in a lively panel discussion. This program will offer an open, earnest dialog about the differing views and dynamics of Sales and Marketing, and explore how to bring out the best in both. By sharing their experiences and perspectives on leadership, panelists will promote greater understanding and collaboration between these business functions. Please join our panelists for networking and a thought-provoking discussion.
• Kurt Anderson, EVP Government Markets, Viant
• Tim Bennett, SVP Sales, Recycled Paper Greetings
• Eric Miller, former VP of Sales, Tropicana Division of PepsiCo
Event details
Date: Thursday, January 15, 2009
Location: IIT’s Institute of Designm 350 N. LaSalle Street
Event start: 6:00pm
Panel discussion: 6:30pm-8:00pm
A light buffet with beverages will be provided.
Register online:
MENG member registration
MENG guest registration
MENG is the Marketing Executives Networking Group, a national organization of senior marketing leaders. Our After-Work Marketing Leadership Seminars raise discussion and debate among top marketers on critical leadership issues. Sessions are offered exclusively to MENG members and their guests. www.mengonline.com/chicago
2 comments:
For me, the “keep it simple” idiom that has become of vogue in our personal worlds holds true at work at well. Whoever coined the phase: “We will win together or go down together” hit the nail on the head. TEAM WORK.
It is my experience that a successful organization must be rooted in a cohesive, synergistic partnership between senior management, design and development, sales and marketing working together with the client. In these times where bottom line is always front of mind, wasteful, unproductive efforts of behalf of any division is expensive and more importantly slows down the team. Now, more than ever, we must be decisive and strategic in our efforts to move our businesses forward. The most effective tool in achieving this goal is working together from the onset with our internal partners.
Liz, thanks for your comment on the spirit of collaboration. I agree that keeping it simple is a great guideline for carrying out the tactical activities. In order for a team or a tribe to come to an authentic agreement to keep it simple, and to be aligned in their overall purpose, they have to develop understanding and trust. I think the panel will touch on all three issues in a very human way!
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