This document provides an overview of careers in sales and marketing. It discusses the differences between marketing and sales, outlines various career paths and roles in both fields, and identifies key competencies and success factors. It also provides recommendations for coursework, books, projects, and interview preparation to help students pursue careers in sales and marketing.
The year’s biggest event for B2B services marketers is the ITSMA annual conference, which last year’s featured dozens of speakers, workshops, and smaller events and one-to-one consultations. Presenting were experts and pratitioners from ITSMA, Cisco, CSC, EMC, Dell, IBM, Avaya, Thomson Reuters, McKinsey, Harvard, KPMG, Deloitte, and Oracle.
The breadth of topics covered by speakers demonstrates that marketing’s responsibilities keep expanding. The number of new tools and technologies is also growing fast, which heightens the importance for marketers of planning well, measuring results, and staying connected to internal and external stakeholders. And for all the focus on marketing technology, data analytics, and digital engagement, the biggest takeaway from the conference may be that old-fashioned person-to-person interaction—with customers, internal stakeholders, and marketing peers—is essential for both professional improvement and personal well-being.
W1 marketing creating customer value and engagementfaizaperbanas
Objective 1 Define marketing and outline the steps in the marketing process.
Objective 2 Explain the importance of understanding the marketplace and customers and identify the five core marketplace concepts.
Objective 3 Identify the key elements of a customer-driven marketing strategy and discuss the marketing management orientations that guide marketing strategy.
Objective 4 Discuss customer relationship management and identify strategies for creating value for customers and capturing value from customers in return.
Objective 5 Describe the major trends and forces that are changing the marketing landscape in this age of relationships.
How to Write a Marketing Plan: A Comprehensive Guide with TemplatesVital Design
Since we are a digital marketing agency, this marketing plan discussion will focus heavily on
digital marketing (what we call “inbound marketing”) — but the strategies and concepts discussed
can be expanded to encompass your entire marketing department.
The Do's and Don'ts of an Effective LinkedIn Sales Strategy. First and foremost, LinkedIn is a social network. It’s not a “hear my pitch network”. It’s about building relationships with people who have common interests. Find out more about HOW with specific examples.
The year’s biggest event for B2B services marketers is the ITSMA annual conference, which last year’s featured dozens of speakers, workshops, and smaller events and one-to-one consultations. Presenting were experts and pratitioners from ITSMA, Cisco, CSC, EMC, Dell, IBM, Avaya, Thomson Reuters, McKinsey, Harvard, KPMG, Deloitte, and Oracle.
The breadth of topics covered by speakers demonstrates that marketing’s responsibilities keep expanding. The number of new tools and technologies is also growing fast, which heightens the importance for marketers of planning well, measuring results, and staying connected to internal and external stakeholders. And for all the focus on marketing technology, data analytics, and digital engagement, the biggest takeaway from the conference may be that old-fashioned person-to-person interaction—with customers, internal stakeholders, and marketing peers—is essential for both professional improvement and personal well-being.
W1 marketing creating customer value and engagementfaizaperbanas
Objective 1 Define marketing and outline the steps in the marketing process.
Objective 2 Explain the importance of understanding the marketplace and customers and identify the five core marketplace concepts.
Objective 3 Identify the key elements of a customer-driven marketing strategy and discuss the marketing management orientations that guide marketing strategy.
Objective 4 Discuss customer relationship management and identify strategies for creating value for customers and capturing value from customers in return.
Objective 5 Describe the major trends and forces that are changing the marketing landscape in this age of relationships.
How to Write a Marketing Plan: A Comprehensive Guide with TemplatesVital Design
Since we are a digital marketing agency, this marketing plan discussion will focus heavily on
digital marketing (what we call “inbound marketing”) — but the strategies and concepts discussed
can be expanded to encompass your entire marketing department.
The Do's and Don'ts of an Effective LinkedIn Sales Strategy. First and foremost, LinkedIn is a social network. It’s not a “hear my pitch network”. It’s about building relationships with people who have common interests. Find out more about HOW with specific examples.
Social selling is a powerful sales activity to engage buyers in the digital era. Social selling when done correct, is helpful and does not interruppt the contact. However social selling does require training to be really effective.
It is imperative to have a great marketing strategy, but it is not the same as a marketing plan. In our seminar we discuss the difference and how to create a brand strategy, marketing strategy and inbound marketing plan.
Escalate Solutions - Definitive Definition of Entrepreneurial MarketingEscalate Solutions
Entrepreneurial marketing techniques aren't just for start-ups any more. Learn the distinguishing traits of true entrepreneurs, and how to leverage them to grow your organization in 2017.
Entrepreneurial Marketing - Looking the internal costumerAndy Lima
This seminar was produced to our run within our Enterprise for staff workshop series. It spawns out of our Entrepreneurial Module we run for our UG Students
TopRight is a strategic marketing consulting firm founded in 2006 by consultants from top firms (Mckinsey, Booz & Company) and former Chief Marketing Officers and senior marketing practitioners.
According to Garner 40% of Fortune 1000 will adopt Gamification in their corporate training. Quota knew that 8 years ago, and that is why Quota is the global leader of Gamification in sales training. A lot has happened in 2012 and now we start 2013 with the strongest line of Gamified sales training service. please download and enjoy
Explore what all could be done when you have ability to match leads against account in the real time. From routing to segmentation, account intelligence to competitive positioning. Possibilites are countless.
Are you sure your marketing team knows who is doing what? This sample Marketing Tasks - Roles & Responsibilities template helps you ensure your team is on the same page.
The relationship between Sales and Marketing is changing. Download our Sales Enablement brief to learn how Marketing can accelerate the transition and transform their relationship with Sales by equipping them with the tools they need to identify and qualify prospects, understand needs, propose solutions and overcome obstacles.
A comprehensive masterclass introducing you to B2B marketing and the types of B2B marketing strategies and trends. Leading into a journey of Account Based Marketing with best practices and key principles to adopt to ensure a successful ABM strategy is executed. We'll highlight the importance of sales and marketing departments working together in a cohesive manner, and unpack how ABM can be applied to within your organization. Furthermore, we'll share some key insights and lessons learned from ABM projects we've worked on.
Key Takeaways:
By the end of this session, you will have a clearer understanding of Account Based Marketing and how to differentiate it from other forms of marketing. Establish how ABM can be applied within your organization. Identify common pitfalls and red flags and how to mitigate them.
Social selling is a powerful sales activity to engage buyers in the digital era. Social selling when done correct, is helpful and does not interruppt the contact. However social selling does require training to be really effective.
It is imperative to have a great marketing strategy, but it is not the same as a marketing plan. In our seminar we discuss the difference and how to create a brand strategy, marketing strategy and inbound marketing plan.
Escalate Solutions - Definitive Definition of Entrepreneurial MarketingEscalate Solutions
Entrepreneurial marketing techniques aren't just for start-ups any more. Learn the distinguishing traits of true entrepreneurs, and how to leverage them to grow your organization in 2017.
Entrepreneurial Marketing - Looking the internal costumerAndy Lima
This seminar was produced to our run within our Enterprise for staff workshop series. It spawns out of our Entrepreneurial Module we run for our UG Students
TopRight is a strategic marketing consulting firm founded in 2006 by consultants from top firms (Mckinsey, Booz & Company) and former Chief Marketing Officers and senior marketing practitioners.
According to Garner 40% of Fortune 1000 will adopt Gamification in their corporate training. Quota knew that 8 years ago, and that is why Quota is the global leader of Gamification in sales training. A lot has happened in 2012 and now we start 2013 with the strongest line of Gamified sales training service. please download and enjoy
Explore what all could be done when you have ability to match leads against account in the real time. From routing to segmentation, account intelligence to competitive positioning. Possibilites are countless.
Are you sure your marketing team knows who is doing what? This sample Marketing Tasks - Roles & Responsibilities template helps you ensure your team is on the same page.
The relationship between Sales and Marketing is changing. Download our Sales Enablement brief to learn how Marketing can accelerate the transition and transform their relationship with Sales by equipping them with the tools they need to identify and qualify prospects, understand needs, propose solutions and overcome obstacles.
A comprehensive masterclass introducing you to B2B marketing and the types of B2B marketing strategies and trends. Leading into a journey of Account Based Marketing with best practices and key principles to adopt to ensure a successful ABM strategy is executed. We'll highlight the importance of sales and marketing departments working together in a cohesive manner, and unpack how ABM can be applied to within your organization. Furthermore, we'll share some key insights and lessons learned from ABM projects we've worked on.
Key Takeaways:
By the end of this session, you will have a clearer understanding of Account Based Marketing and how to differentiate it from other forms of marketing. Establish how ABM can be applied within your organization. Identify common pitfalls and red flags and how to mitigate them.
Contains about basics of sales management, Background, Selling as a career, B2C and B2B Markets, Different marketing concepts, Product Life Cycle, Relation between sales and marketing, Implementing the market concept, segmentation in B2C &B2B market.Adoption & Diffusion theory, Image of selling. Types of selling.
Ten things that i have learnt in my marketing career_Talk at AICAR Business S...Rohit Varma
The title pretty much describes it all. Marketing is a discipline with tremendous potential and its pursuit as a career very fulfilling i.e. rewarding. This talk at AICAR B-School draws on anecdotes from my two decades plus as a marketer.
This presentation defines the 5 keys to Sales 2.0 Management success in terms of technology, customer value, and sales team empowerment, and provides a practical blueprint for building and managing high performance Sales 2.0 Machine.
Join the GPA and MindFire teams as we host Part II of our very successful Webinar in
June, Recovering Revenue in a Changing Economy.
The COVID-19 crisis has changed everything, as such, we hand-picked 4 commercial,
packaging, and wide format print professionals to better understand how they view the
current market, and how they’re continuing to work hard to grow in spite of the changing
landscape.
In addition to the amazing feedback from our guest speakers, we will also help you
understand new Use Cases, Emerging Industries and Key Applications.
Our Guest Speakers for the webinar are:
• Bill Duerr, President, Hatteras
• Sheri Robertson, VP of Awesome, Ace Designs
• Erik Norman, SVP, Sales & Marketing
• Brian Scott, President, Blooming Color
During the webinar we will explore and expand on the following areas:
• Recovering Revenue – Rapidly
• Innovation – Reimagining Everything
• Emerging Industries & Applications
• COVID-19 Strategies & Tactics
• Taking Action Now
This article aims to explore why one should choose an this course from a top MBA marketing colleges in Pune and elsewhere in India, its benefits, and the job applications in this field. We will also look at the skills required to excel in this field.
https://www.pibm.in/mba-marketing-profiles.html
Taurus Zodiac Sign_ Personality Traits and Sign Dates.pptxmy Pandit
Explore the world of the Taurus zodiac sign. Learn about their stability, determination, and appreciation for beauty. Discover how Taureans' grounded nature and hardworking mindset define their unique personality.
Memorandum Of Association Constitution of Company.pptseri bangash
www.seribangash.com
A Memorandum of Association (MOA) is a legal document that outlines the fundamental principles and objectives upon which a company operates. It serves as the company's charter or constitution and defines the scope of its activities. Here's a detailed note on the MOA:
Contents of Memorandum of Association:
Name Clause: This clause states the name of the company, which should end with words like "Limited" or "Ltd." for a public limited company and "Private Limited" or "Pvt. Ltd." for a private limited company.
https://seribangash.com/article-of-association-is-legal-doc-of-company/
Registered Office Clause: It specifies the location where the company's registered office is situated. This office is where all official communications and notices are sent.
Objective Clause: This clause delineates the main objectives for which the company is formed. It's important to define these objectives clearly, as the company cannot undertake activities beyond those mentioned in this clause.
www.seribangash.com
Liability Clause: It outlines the extent of liability of the company's members. In the case of companies limited by shares, the liability of members is limited to the amount unpaid on their shares. For companies limited by guarantee, members' liability is limited to the amount they undertake to contribute if the company is wound up.
https://seribangash.com/promotors-is-person-conceived-formation-company/
Capital Clause: This clause specifies the authorized capital of the company, i.e., the maximum amount of share capital the company is authorized to issue. It also mentions the division of this capital into shares and their respective nominal value.
Association Clause: It simply states that the subscribers wish to form a company and agree to become members of it, in accordance with the terms of the MOA.
Importance of Memorandum of Association:
Legal Requirement: The MOA is a legal requirement for the formation of a company. It must be filed with the Registrar of Companies during the incorporation process.
Constitutional Document: It serves as the company's constitutional document, defining its scope, powers, and limitations.
Protection of Members: It protects the interests of the company's members by clearly defining the objectives and limiting their liability.
External Communication: It provides clarity to external parties, such as investors, creditors, and regulatory authorities, regarding the company's objectives and powers.
https://seribangash.com/difference-public-and-private-company-law/
Binding Authority: The company and its members are bound by the provisions of the MOA. Any action taken beyond its scope may be considered ultra vires (beyond the powers) of the company and therefore void.
Amendment of MOA:
While the MOA lays down the company's fundamental principles, it is not entirely immutable. It can be amended, but only under specific circumstances and in compliance with legal procedures. Amendments typically require shareholder
As a business owner in Delaware, staying on top of your tax obligations is paramount, especially with the annual deadline for Delaware Franchise Tax looming on March 1. One such obligation is the annual Delaware Franchise Tax, which serves as a crucial requirement for maintaining your company’s legal standing within the state. While the prospect of handling tax matters may seem daunting, rest assured that the process can be straightforward with the right guidance. In this comprehensive guide, we’ll walk you through the steps of filing your Delaware Franchise Tax and provide insights to help you navigate the process effectively.
What is the TDS Return Filing Due Date for FY 2024-25.pdfseoforlegalpillers
It is crucial for the taxpayers to understand about the TDS Return Filing Due Date, so that they can fulfill your TDS obligations efficiently. Taxpayers can avoid penalties by sticking to the deadlines and by accurate filing of TDS. Timely filing of TDS will make sure about the availability of tax credits. You can also seek the professional guidance of experts like Legal Pillers for timely filing of the TDS Return.
Enterprise Excellence is Inclusive Excellence.pdfKaiNexus
Enterprise excellence and inclusive excellence are closely linked, and real-world challenges have shown that both are essential to the success of any organization. To achieve enterprise excellence, organizations must focus on improving their operations and processes while creating an inclusive environment that engages everyone. In this interactive session, the facilitator will highlight commonly established business practices and how they limit our ability to engage everyone every day. More importantly, though, participants will likely gain increased awareness of what we can do differently to maximize enterprise excellence through deliberate inclusion.
What is Enterprise Excellence?
Enterprise Excellence is a holistic approach that's aimed at achieving world-class performance across all aspects of the organization.
What might I learn?
A way to engage all in creating Inclusive Excellence. Lessons from the US military and their parallels to the story of Harry Potter. How belt systems and CI teams can destroy inclusive practices. How leadership language invites people to the party. There are three things leaders can do to engage everyone every day: maximizing psychological safety to create environments where folks learn, contribute, and challenge the status quo.
Who might benefit? Anyone and everyone leading folks from the shop floor to top floor.
Dr. William Harvey is a seasoned Operations Leader with extensive experience in chemical processing, manufacturing, and operations management. At Michelman, he currently oversees multiple sites, leading teams in strategic planning and coaching/practicing continuous improvement. William is set to start his eighth year of teaching at the University of Cincinnati where he teaches marketing, finance, and management. William holds various certifications in change management, quality, leadership, operational excellence, team building, and DiSC, among others.
Putting the SPARK into Virtual Training.pptxCynthia Clay
This 60-minute webinar, sponsored by Adobe, was delivered for the Training Mag Network. It explored the five elements of SPARK: Storytelling, Purpose, Action, Relationships, and Kudos. Knowing how to tell a well-structured story is key to building long-term memory. Stating a clear purpose that doesn't take away from the discovery learning process is critical. Ensuring that people move from theory to practical application is imperative. Creating strong social learning is the key to commitment and engagement. Validating and affirming participants' comments is the way to create a positive learning environment.
Remote sensing and monitoring are changing the mining industry for the better. These are providing innovative solutions to long-standing challenges. Those related to exploration, extraction, and overall environmental management by mining technology companies Odisha. These technologies make use of satellite imaging, aerial photography and sensors to collect data that might be inaccessible or from hazardous locations. With the use of this technology, mining operations are becoming increasingly efficient. Let us gain more insight into the key aspects associated with remote sensing and monitoring when it comes to mining.
Business Valuation Principles for EntrepreneursBen Wann
This insightful presentation is designed to equip entrepreneurs with the essential knowledge and tools needed to accurately value their businesses. Understanding business valuation is crucial for making informed decisions, whether you're seeking investment, planning to sell, or simply want to gauge your company's worth.
3.0 Project 2_ Developing My Brand Identity Kit.pptxtanyjahb
A personal brand exploration presentation summarizes an individual's unique qualities and goals, covering strengths, values, passions, and target audience. It helps individuals understand what makes them stand out, their desired image, and how they aim to achieve it.
2. Agenda
• Overview
– Marketing: What it is and what its not
– Sales: The types of Sales people
– B2B vs. B2C
• Career Paths
– Roles, Functions, Industry Expectations
– Key Competencies and Knowledge Requirements
– Key Success Factors
• Career Preparation
– Leveraging your MBA: Electives, Projects, Networking, Books, Key Takeaways
– Special Note 1: Career Transition
– Special Note 2: Career Details for Digital Marketing Path
• Interview Prep
3. The aim of marketing is to know and understand the customer so well that the product or service fits him and sells itself.
- Peter Drucker
5. Overview
What Marketing Still Is:
Understanding Customer Needs
By Having a Dialogue With Customers
By Creating Relationships
Coming Up with Great Ideas to Fulfill Those Needs!
Listen to Your Customers
Innovation, Design Thinking, Incremental improvements, Rebranding
Creating a great value offering and convincing the customer of its value
Market Insights, Marcom, Campaigns, Advertising
Establishing a long term rational and emotional bond with the customer
Customer Experience Journey and Management
In-person
Mass Com
Personalized
BTL
6. Overview
What Marketing Is NOT:
– Empty Gimicks
– Entertainment
– Sales without creating a relationship
– Advertising
7. Sales- The Eight Types of Salespeople
• Narrators- Great at volume selling!
• Socializers- Superb at schmoozing and opening doors!
• Aggressors- Negotiation Sharks!
• Storytellers- Highly Customer Focused
• Focusers- Product / Domain Experts
• Consultants- Great Listeners and Problem Solvers
• Closers- Smooth Talkers
• Experts- Veterans. Extensive relationships, effortless sellers.
8. B2B vs. B2C
B2B B2C
Marketing
Hyperfocused
Longer Cycles
More information heavy
Must address ROI concerns
Need all relevant info fast
Impulsiveness is a factor
Influenced by Advertising
End goal is customer loyalty
Sales
Needs Continuous Training
Much smaller lead pool
Multiple Stakeholders
Focus on Longterm
Focus on short term
Transactional relationship
Shorter Sales Cycles
Works brilliantly with DM
9. Career Paths
Marketing Career Paths (not an exhaustive list):
Planning: Market Research Analyst, Market strategy manager
Execution: Field/offline marketing manager, media manager, product marketing manager,
digital marketing manager, Brand manager
After-sales: CRM, Customer Excellence Manager, Account Manager
Sales Career Paths
Channel Sales Manager (Enterprise, Digital, Institutional etc.)
Regional Sales manager/head
Business Development Manager / Account Manager
Sales Support / Pre-sales manager
10. Key Competencies
General Requirements
1. The ability to work with data. The more comfort with data analysis the better.
2. Strategic thinking (Analytical, systematic, able to plan without flights of fancy).
3. Teamwork, team management.
Role Specific Requirements
Planning Execution Post Sale
ROI Calculation √√ √ -
Comp. & Mkt Analysis √√√ √√ √√
Channel Expertise √√ √√√ √
Domain Expertise √√ √√ -
People & Communication Skills √√ √√ √√√
11. Key Success Factors
All Marketing Professionals start as interns or executives. Yet some become CMOs while
others do not. What sets them apart?
- Ability to Communicate, Resonate, Elevate
- Ability to constantly learn and evolve: Omni-channel, 4Es, digital, emerging tech
- Ability to Plan, Visualize, Execute
- Ability to deliver on key metrics
- Ability to work in leadership or team member roles within cross-functional teams
As for Sales Professionals, the Key Success factors are…
- Meeting / Exceeding targets for new, existing, and more-from-existing customers
- Penetrating strategically important accounts, geographies and sectors.
12. Career Preparation
So you decided you want to be an intrepid sales, marketing or BD professional!
That’s Great!
Now What?
13. Recommended Coursework
1. Customer Analytics
2. Sector-specific (eg high-tech, luxury, hospitality) marketing strategy/management class
3. Digital Business Transformation
4. Digital Advertising
5. Social Media Analytics
6. Cross Cultural Communication
7. Advanced methods of marketing research
8. Brand Management
14. Books
Good marketers are always hungry to keep updating their knowledge about new concepts,
techniques and generally keen to be some of the best informed people in a room. Still, a few
classics are recommended starting points for the reading journey:
1) Permission Marketing by Seth Godin
2) Positioning by Al Ries
3) Selling the Invisible by Harry Beckwith
4) Buy.logy by Martin Lindstrom
5) The Psychology of Selling by Brian Tracy
6) Think & Grow Rich by Napoleon Hill
7) To Sell is Human by Daniel Pink
15. Useful Projects
Today’s Marketing and Sales processes are more intertwined than ever! A good marketing
professional anticipates their sales team’s challenges. In addition good marketing not only
supports sales, but prepares future markets and identifies potential alliance partners.
- Identify your interest: Is it research, campaigns, brand management (i.e. General
Management), or all-around digital marketing?
- Do a project: academic, internship or even self-created that exposes you to omni-channel
marketing, or makes you dive deep into a digital marketing experience.
16. Special Note #1
How to transition safely and successfully to a Marketing career:
- Recruiters hire “safe bets”. This leads to stereotyping and makes transitions harder.
Good roles are relatively few, and hotly contested! Needless to say, practice hard!
- However, an MBA is a rare instance of a significant transition possibility
- To be considered, a person with a non sales/non marketing background should:
- Highlight their translatable past successes
- Showcase excellence in academics and projects in relevant subjects
- Demonstrate interest in the field through extracurricular activities like
entrepreneurship, joining and contributing to marketing clubs, etc.
- Easiest to transition to customer-facing role in same domain. Next difficult to move to
role to a role in new domain. Hardest to get selected by an FMCG, but B2B def. possible.
17. Special Note #2
About Digital Marketing
- One of the hottest fields at the moment.
- Consists of:
- Online Marketing
- SEO, SEM, SMM, Content Marketing, PPC, Affiliate Marketing, Emails
- Offline
- Phones, Texts, Digital Billboards, Word-of-mouth, Digital Product Demos etc.
18. Interview Prep
Typical Placement Interview types
- Behavioral / Situational: They will be seeing if you have a customer facing attitude
- Resume based: The resume is a funnel, an arrow that points to the relevant areas of
specialization of the candidate.
- Case Study: Sometimes used, but usually may be a “short” case study.
- Guesstimate questions
Practice! Practice!! Practice!!!
