Ending the War Between Sales and Marketing
Location: Harvard Club, 27 West 44 St. (between Fifth and Sixth Aves.)
In the event that your plans change, we'd be most appreciative of the courtesy of a cancellation.
Generously hosted by Cathryn Cronin Cranston, Publisher, Harvard Business Review.
In many organizations, cultural and economic forces combine to create frictions between your sales and marketing teams. They bicker, play the blame game, and undervalue each other is contributions. Sales believes that marketers are out of touch with what sís really going on in the marketplace. Marketing people, in turn, believe sales is too focused on individual customer experiences and blind to the future.
Not surprisingly, sales performance suffers dramatically when these two groups are out of sync.
There are ways to increase the peace. In this presentation, Dr. Suj Krishnaswamy will identify the different levels of relationship between sales and marketing--and what luxury marketers can do to optimize growth and maximize brand lift. Issues specific to luxury marketers will be addressed to help you learn how best to enhance your current efforts. The presentation will be based on the sales-marketing relationship model outlined in the July-August 2006 Harvard Business Review article she co-authored with Phil Kotler and Neil Rackham.
About Suj Krishnaswamy, PhD
Dr. Suj Krishnaswamy is the founder and a principal of Stinsights, a business strategy firm specializing in sales/marketing interface. She has helped in the strategic planning and repositioning efforts of major companies such as The New York Times and Target Stores. She is well known for her expertise in applying research techniques to solving complex business problems in a number of industries. She brings a thorough knowledge of research techniques and a solid understanding of organization and market strategy to her clients. Krishnaswamy is co-author with Phil Kotler and Neil Rackham of Ending the War Between Sales and Marketing, Harvard Business Review, July-August 2006.