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The New Fundamentals of B2B Sales & Marketing
Modules for Internal Training
The "New Fundamentals" is all about the integration of direct and database marketing with the sales function to form a new sales coverage model, which will lead organizations to dramatic improvements in sales and marketing productivity. To achieve this key goal, the training of employees engaged in the marketing and sales functions becomes critical to achieving success. Many of these individuals have not been exposed to the basics of direct and database marketing as there are only a few colleges that teach this subject, and conferences and seminars that focus exclusively on B2B are few and expensive.
Therefore, the following off-the-shelf training modules have been developed and are immediately available to be presented to internal groups of marketing communications, product management and even sales management staff members. The content has been developed by John M. Coe, President and Founder of The Sales & Marketing Institute through his personal experience that spans 35 years of both sales and direct/database marketing experience, on both the client and agency side. In addition, primary and secondary research, contributions from SMI associates, and frequent use of case history examples are included to insure that the material represents not only industry best practices, but practical application as well.
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