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Business must communicate it is having
a positive impact on the success of its customers
It’s time to tear down the wall between
sales and marketing departments
NEW YORK -- Sept. 6 -- Ten success factors that impact profit and growth were presented today in a joint Web seminar presented by a team of sales and marketing experts.
JMC Marketing Communications & PR and Strategy Mapping Selling presented “The 5 Myths and Realities of Selling and Communicating Value” to a worldwide group of attendees drawn from global companies and small business.
Checklist of the Top 10 Realities of Selling and Communicating Value
1. Value is the tool we use to ask for and get the best profit!
2. Value that works is UNIQUE and COMPELLING!
3. Value is about only one thing – making the customer more SUCCESSFUL because“successful customers buy more!”
4. And, it’s all about value alignment!
5. Customers buy from our competitors because they perceive a greater value.
6. Yesterday’s value fades and change rises quickly.
7. Products and services contain value. But they don’t communicate. You do.
8. Making communications work is not automatic; it requires strategy, creativity and management.
9. The principles of creating or enabling success are enduring, but there is a revolution underway in communicating them.
10. We have to tear down the “wall” and bring sales and marketing together.
Bottom-line Findings
We exist – and prosper – only because we have a positive impact on our customers’ businesses and they know it!
Web 2.0 tools and technology are revolutionizing how we communicate to and with customers and consumers.
Today, through Web-based tools, marketing departments are holding conversations with individual customers that sales once owned. Sales groups need the tools and support of marketing to keep their customer relations fresh and meaningful.
We need to tear down the wall that has separated the sales department and marketing group in so many organizations.
Mythology of Marketing and Sales The full myth-to-reality presentation is available online from JMC through John’s Blog.
The Web-based discussion was conducted by Strategy Mapping Selling CEO Tim McMahon and JMC CEO John Mallen.
JMC is a full-service marketing communications and public relations firm. Celebrating its 20th
anniversary of providing real-world solutions for clients, JMC was founded by John Mallen in 1987.
Based in Kingston, JMC is a global firm with affiliations and partnerships with dedicated
professionals and organizations around the world.
Strategy Mapping Selling uses a dynamic blended learning program approach to deliver customdesigned
sales and management training programs that produce cost-effective results. Founded
in 1995, the company and its Affiliate Partners have developed an impressive list of global clients
on six continents representing a wide diversity of industries.
JMC: http://www.mallen.com
SMS: http://stratmap.squarespace.com/
Presentation via John’s Blog: http://johnmallencommunication.typepad.com
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