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Marketing to Your Sales Force

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ISA Marketing & Sales Summit
ISA Marketing & Sales Summit

The document discusses the importance of ongoing sales education and marketing to a company's own sales force. It argues that marketing dollars may be better spent marketing products to the sales force rather than directly to customers. An effective sales education strategy should blend formal training with an understanding of how individual salespeople spend their time and operate. It should be a formalized, customized, and evaluated plan to continually equip the sales force with up-to-date product knowledge so they can meet customer needs and drive sales.

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Marketing to Your Sales Force: A Case for Structured On-Going Sales Education Scott W. Sommer, PE, CAP Automation Technology Manager Jacobs Engineering Group
Nuggets for This Segment ,[object Object],[object Object],[object Object],[object Object]
Knowledge = Power ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Results & Discussion ,[object Object],[object Object],[object Object],[object Object]
More Knowledge = More Power ,[object Object],[object Object],[object Object],[object Object]
Results & Discussion ,[object Object],[object Object],[object Object]
Absolute Knowledge = Absolute Power ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Results & Discussion ,[object Object],[object Object],[object Object]
Harnessing the Power ,[object Object],[object Object]
Marketing Within: The True Challenge ,[object Object],[object Object]
Marketing & Sales in Automation PRODUCTS MARKETING CUSTOMER DEMAND + + + = $ ALE! MARKETING SALES Education
Meeting the Challenge ,[object Object],[object Object],[object Object]
Blend the Elements of Traditional Sales Education… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
With the Personal Habits of the Sales Force… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
A Typical Day’s Routine ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
To Achieve a Personalized Sales Education Strategy! ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
This Should Be a Strategy… ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Tools For Equipping Your Sales Force ,[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object],[object Object]
Summing It All Up ,[object Object]

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