Gary White: How to Synchronize Your Sales and Marketing

Tips and Techniques for Companies Large and Small

Friday, April 23^rd, 2010
7:30 – 10:00 AM

Time and time again we hear unfortunate stories of sales and marketing activities that do not support one another and actually work at cross purposes.

Like senior sales and marketing executives in large corporations, independent consultants face constant pressure to make sales and to maximize marketing efforts. Both are tasked with getting qualified referrals using tried and true approaches as well as leveraging the constantly evolving world of social media and personal technology.

The fact is, the leaner the company the more important it is to coordinate all activities that contribute to getting an assignment, landing a project or closing a deal.

Whether you’re a senior executive or an independent professional, this fast-paced hands on workshop will help you to:

Get your sales and marketing in sync
Say the right things (messaging) to the right people (targeting) at the right time (external triggers and internal drivers)
Identify the bridges and barriers that exist between your company and your target audience

Your chances for success increase substantially when you have the mind set, discipline and long-term commitment to a synchronized process for business development. Attendees will be working both independently and in groups using the following proprietary tools:

Sales & Marketing Strategy Compass™
Value Proposition Generator™
Client Success Story Template™

After completing this workshop you will already be on your way to internalizing profitable synchronization habits like:

Saying what you write and writing what you say.
Knowing when marketing ends and selling starts.
Memorizing at least three client success stories that clearly communicate the value you deliver.

Special Bonus: Several attendees will be selected at random to receive an autographed copy of Jeffrey J. Fox’s brand new book, How To Be A Fierce Competitor: What Winning Companies and Great Managers Do In Tough Times.

About the Speaker

Gary White started Pacific Crest Marketing in 1986. He collaborates with management teams, senior sales and marketing executives and small business owners who are under pressure to make sales goals and to maximize marketing budgets.

Gary has worked with Del Monte, Domaine St. George, DHL, Wells Fargo and YAHOO! to build their brands, position their products and to increase demand. His non-profit experience includes Big Brothers Big Sisters, Wells Fargo Center for the Arts and the Russian River Valley Winegrowers.

Gary is also a past president of the American Marketing Association and a founding board member of BACN, the Bay Area Consultants Network.