Archive for March, 2010

Aligning Sales and Marketing; Part 8,354

Posted on March 30, 2010. Filed under: aligning marketing and sales, interim management | Tags: |

Good discussion of how to define alignment of sales and marketing in this post. http://ow.ly/1sPxN .

Good perspectives are presented in the original post and in subsequent comments from other marketing and sales gurus. Any interim marketing or sales executive charged with generating a revenue breakthrough must focus on the processes and culture with the two organizations.

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Aligned companies compensate Marketing a

Posted on March 25, 2010. Filed under: interim management |

Aligned companies compensate Marketing and Sales differently than nonaligned companies. http://ow.ly/1qL4S Good post and discussion.

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Are you trying to hit a 12-month revenue

Posted on March 23, 2010. Filed under: interim management |

Are you trying to hit a 12-month revenue target with a 9-month plan? Ouch. http://wp.me/pqOyG-1x

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An insanity test for sales and marketing

Posted on March 16, 2010. Filed under: interim management |

An insanity test for sales and marketing execs at quarter-end. http://ow.ly/1ncbz. Latest blog post.

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Why Best Practices and Methodologies Fail in Sales and Marketing

Posted on March 12, 2010. Filed under: aligning marketing and sales, interim executive, interim management, marketing best practices | Tags: , , , |

As a consultant and interim marketing executive I am exposed to a variety of business and organizational situations every year. Without fail when attempting to transform the performance of the marketing and sales team with best practices I run into a stiff headwind blowing through the hallways and between the cubicles.

Unfortunately I know of more than one case where investments were made in research, training and technology only to have the initiative stall out before the benefits could be realized.

The number one reason best practices fail in sales and marketing is because the environment is un-trusting, uncooperative, passive-aggressive, caustic, and in some cases even poisonous.

Recognize the place?

The work environment within sales and marketing in so many companies has taken on these negative characteristics slowly over time. Unfortunately it is cumulative. People in the organization have memories. Stories are passed from old hires to new hires. The negativity self-fulfills.

In short, our sales and marketing organization—the one we depend on for life-giving revenue today and in the future—is effectively working in the past. Instead of working together in every way with a shared vision of performance, the people in these departments stumble about with eyes locked onto the  rear view mirror.

Best practices can’t be expected to generate breakthrough performance in sales and marketing if the people are carrying around negative baggage—both personal and organizational– from the past.

I’d enjoy hearing your thoughts and actual examples (please keep company names out of your posts)

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Following up with 20 private equity firm

Posted on March 12, 2010. Filed under: interim management |

Following up with 20 private equity firms I met Wed. in Houston. http://ow.ly/1i3Gc My Six- Week Turnaround for Sales & Mktg program was of interest.

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    A Discussion of Interim Management for Marketing and Sales Functions by Charles Besondy

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  • About this Blog

    This blog is devoted to the topic of interim management for marketing functions within large and small corporations. Interim management as a staffing concept is well-understood and widely utilized in Europe. However, here in the colonies we are just beginning to open our eyes to the business benefits of being flexible and nimble when it comes to staffing senior-level marketers. (c) 2006 - 2012 Charles Besondy
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