ISA Marketing & Sales Summit

You CAN Align Your Team To Be More Successful Without Breaking the Budget!

This post was written by Marlene Eeg, President of Tempo Resources who is leading this presentation at the Summit.  Maureen has 25+ years experience in direct selling, sales management, and process consulting.

My growing technology clients are often challenged with how to expand their vertical industry Marketing efforts to include their sales, technical presales and delivery teams.   Today’s customers are more sophisticated and want to work with experts with industry knowledge throughout the sales, delivery and support process.   And, they want more value from what they are purchasing.

At the same time, small and medium size businesses do not always have the resources to have industry experts in every industry they support.  Today’s marketing and sales expense budgets are not typically over-filled with available funds or have excessive time to over-haul the sales model or change the sales team members.

So, how does a small to medium or large organization create a change in their selling approach to be more competitive and win more clients from their vertical industries?   Small, but laser focus changes can produce significant improvements to win more business with more customers.

In the upcoming ISA Marketing & Sales Summit presentation entitled “Industry Focused Selling and Delivery Collaboration Produces more Effective Results”

We will discuss some examples on how this can be done efficiently and without a larger budget.    The discussion will include vertical industry focus, changes in process and tools for better team collaboration, and how to deliver increased value to your customers.

Attend this session at the ISA Marketing & Sales Summit  to join the discussion and learn more!

This post is co-authored with Scott Sommer from Jacobs Engineering.

It has been estimated that the volume of content on the Internet will double every 72 hours by the year 2013.  Heck, it may even be happening now, it certainly feels that way.

With all the distractions and rising level of messaging noise out there, how can you make your brand successfully stand out in the crowd?  And how likely is it for your sales representative to go in to a new prospect meeting with a high degree of confidence that previous marketing programs/messages have been seen and heard?   How can a technical brand develop better, more effective communications that is tailored around your buyers that will help drive sales?  These are challenges for any organization in any industry, especially discrete and process manufacturers who face growing global competition and often end up competing on “price vs. value”.

They are hard questions to answer, but can make the difference of winning or losing a sale.  At the upcoming ISA Marketing & Sales Summit, we will address these questions using examples and demonstrations.  We will show how to build up detailed marketing profiles that will enable you to establish more personalized, 1-to-1 communications with your clients that will break through the clutter.   Juliann will share marketing strategies that can be used to build these profiles by revealing how marketing methods such as social media can be integrated with other marketing methods to create personalized messages for customers and prospects.  Scott will investigate how sales can increase the amplitude and extend the reach of these marketing messages and provide essential customer feedback to the organization.

Our desire is to equip you with relevant tools that enable you to “build out” your own marketing profiles, with feedback mechanisms that link marketing, sales, and customer communications. By integrating this information into your marketing strategy, you will gain the ability to dramatically increase the relevancy and effectiveness of your marketing and sales efforts.   The end result will be tighter alignment between marketing and sales, which, in turn, will enable your sales organization to dramatically increase their “win rate” as they interact with customers and prospects.

We hope you can join us.

We are excited to announce that Jim Cahill will kick off  ISA’s 2010 Marketing & Sales Summit with a keynote presentation on “Social Media – Should We, Should We Not, or Should We just Ignore the Whole Thing?”

Anyone who is in the automation industry is aware of Jim Cahill and his award winning blog, EmersonProcessXperts.  Jim’s blog has evolved into a powerhouse of information for the process control world, and at the same time established a tall benchmark for other automation companies to measure up to in the social media world.  Jim was recently rewarded for all his good work, and now heads up all social media at Emerson.  But it wasn’t always roses for Jim.  It took a couple of years just to get a corporate blog approved at Emerson.  Many of us have watched Jim’s blog evolve, and we’re excited to hear his latest war stories about what is working and what isn’t when it comes to social media in business.

Here’s a summary of  Jim’s abstract:

Social Media, a.k.a. Web 2.0, seems to be the latest thing among marketing professionals. You can hardly find a B2B marketing site not talking about it. Jim Cahill, as Emerson’s chief blogger and head of social media, has more than four years of run-time with the Emerson Process Experts blog. He will share what’s been working, what’s not, and why your organization may want to take the plunge into social media, if you haven’t already. It can help with your listening, thought leadership, support, and formation of closer relationships.

Jim invites you to connect with him in advance to let him know what we would like to come away with in the presentation.  Leave a comment here, or contact Jim in Twitter or LinkedIn.

What do you want to know?

Shari Worthington presents the risks and opportunities facing the International Society of Automation due to social media trends and provides ideas for developing a strategy.  This was presented at the ISA Spring Leaders Meeting on 13-June in Las Vegas.