Sales & Marketing Alignment - Driving Synergies & Effective Results

Achieve Better Results through Effective Business Team Alignment

Why You Should Attend This Course:

"Missed opportunities. Missed targets. Missed results. Misunderstanding. Miscommunication. Misfiring" ; all these buzz words are altogether too familiar.

When a company doesn t deliver desired results, finger-pointing , the blame game and other well-worn scapegoats often surface and line the litany of excuses to justify when and why sales teams miss their targets.

Ironically, most of what we hear, which management might dismiss as mere excuses are in reality intrinsic symptoms of a much deeper and common malaise, a corporate illness , if effectively understood and addressed, can be as effectively addressed & potentially remedied like the common cold or flu .

This workshop will focus on building understanding, appreciation of what it takes to build sales & marketing team alignment in a given organization.

Course Outline:

• Is your Sales & Marketing Alignment actually working?
• The Sales & Marketing Divide bridging the chasm
• Why Sales is Marketing and Marketing is Sales
• Alignment fundamentals to jumpstart revenue growth
• Build sharing mechanisms, not silos!
• Constructing a Service Level Agreement for Sales & Marketing
• Alignment Tools - Joint KPI s & metrics that you really need!
• Sales Enablement vs. Lead Generation What Sales really wants!
• Content Selling & Marketing - the Secret Sauce to better Sales & Marketing Alignment
• Implementing a Sales & Marketing Alignment strategy
• 10 easy steps to driving alignment and faster deal closures
• Best practices in Sales & Marketing Alignment
• Championship Partners - Drawing relevant inspiration from outside of Sales & Marketing.
• Essential checklist to build Sales & Marketing Alignment Plan

Who Will Benefit?

Sales Directors, Sales Managers, Business Leaders, Sales & Marketing Heads, essentially Senior Business Leaders and/or C Suite levels, with full or shared accountability for delivering targets and sales results.

In addition, Marketing Directors, Channel Marketing Managers, and Trade Marketing personnel who presently support the Sales Function should find the core concepts, principles, examples and exercises useful to build a more effective understanding of what the sales team must have instead of nice to have in order to be successful.

Trainer's Profile:

Tan Seck Wee has over 30 years of Asia Pacific management experience, leading a spectrum of businesses spanning consumer electronics, telecommunications, digital marketing/e-commerce, retailing, luxury cosmetics, alcoholic beverages, toys to lifestyle publications.

He has held many senior leadership positions in various international and regional corporations including:

• Vice President and Strategic Business Group Director, Asia Pacific
• Regional Business General Manager Asia
• Business General Manager Greater China
• Chief Marketing Officer Asia Pacific
• Regional General Manager South East Asia
• Board Director/Group General Manager South East Asia

He is a highly motivated and capable business leader, who demonstrated his 'can do' attitude. His knowledge, patience, resilience and sharp business sense was key in contributing to market growth and strategic development of some companies and/or businesses, for example Eastman Kodak, Singapore Telecoms, Asia Pacific Breweries, Mattel, Metro, Wella and L Oreal.

His areas of expertise include Strategic Marketing, Change Management, Channels and Retail Operations, Go-to-market Planning and Business Development.

Seck Wee has also served the Marketing community at large, as Council Member of the Singapore Advertisers Association, lectured for the Marketing Institute of Singapore and as being on the Panel of Examiners for the CAM Diploma (UK) in his earlier years.

In December 2010, Seck Wee was invited to join the panel of judges for the first WARC Prize for Best Asian Strategy 2011, a panel chaired by Miles Young, Chief Executive Officer for Ogilvy and Mather Worldwide.

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