Dear Sales & Marketing Executive,
This issue of our Sales & Marketing eBulletin has some exciting insights and
viewpoints to help you prepare for budget planning later this summer.
Of particular interest, "On the Lookout", by Frost & Sullivan Global
Director of Marketing, Naylor Gray, discusses the importance of stronger
cross-functional communication to drive growth. Additionally, R. Siisi
Adu-Gyamfi, the Senior Vice President of International and Marketing for
Textron provides a 9 P's model for successful brand building in the
industrial market, and finally, gain a real world perspective from PlyGem's
Chief Marketing Officer and Chairman of the Board for the Business Marketing
Association, Keith Pigues, in our Executive Interview.
Please remember to take our short survey - "We Want Your Input" - so that we
may continue to provide relevant information.
I hope to have the pleasure of greeting you in person at one of our upcoming
events!
Caryn Brown
Caryn Brown
Director of Production
Events Division
Frost & Sullivan
| EVENT INFO |
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The Countdown Begins - |
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DON'T FORGET! MARKETING WORLD 2008 |
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3 MONTHS
4th Annual
Growth, Innovation and Leadership 2008 Sept. 14-16, 2008 Among this year's event highlights, join us for
A Frost & Sullivan Global Executive Symposium Wednesday, September 17, 2008 For more information visit www.frost.com/gil |
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LinkedIn Network... Become part of
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| INDUSTRY OUTLOOK | ||
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In this
issue... 3. Point
of view |
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| On the Lookout | ||
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The “Fundamentals” Are Still Important But the Marketing Organization and Communication Must Evolve |
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A recent survey of CEOs by Frost & Sullivan found that 93% of CEOs cite growth as their number one priority. Since all companies need to grow this is not a surprising statistic but what was unexpected was that almost two-thirds of the same CEO cohort expressed doubt that their own teams could meet identified growth targets. |
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| Industry Insight | ||
 By
R. Siisi Adu Gyamfi
Senior Vice President International and Marketing Textron, Inc |
Building a Brand in the Industrial Market – the 9 P's for Success | |
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“Products are what companies make; what customers buy is a brand.” Branding has traditionally been viewed as the exclusive domain of consumer companies. There is always the talk of Coca-Cola and McDonald’s brands and the value of those brands. |
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| Point of View | ||
 By
Rich Lucia Sales Speaker Consultant, Coach |
Don’t Train the Person Out of the Salesperson |
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Have you
ever noticed that when you hire salespeople, you do your absolute
best to find someone who has great communication skills? We all tend
to make our decisions based upon the candidate’s ability to
demonstrate superior listening skills, as well as a keen interest in
our organization, and a strong desire to understand the mission
ahead. We look for a person who can relate well to our customers (and potential customers), while honestly gaining trust and an eventual commitment for our product or service. Though we have the best of intentions, once the hiring is accomplished, we begin to train the actual person out of the salesperson we hired. |
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| Executive Interview | ||
 An
interview with D. Keith Pigues Senior Vice President Chief Marketing Officer PlyGem, Inc |
Executing CEO’s Growth Initiatives through Sales and Marketing | |
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Keith Pigues joined PlyGem in August, 2007 with responsibility for marketing and strategy for the corporation. PlyGem is a leading provider of exterior building products brands in the window, siding and fencing, and railing categories. Q. How are you helping to execute the CEO’s growth initiatives? A. I lead strategy development and execution for several marketing and sales initiatives that contribute to the CEO’s growth priorities, including: branding, new market development, new products and environmental sustainability. Additionally, my team provides marketing and sales support for the corporate cross-selling initiative. |
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Recommended BLOG |
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| Kevin Hoffberg, a regular Frost & Sullivan panelist, guest analyst, and contributor writes extensively on decision making at www.decision-quality.com/blog. ... Read More | ||
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| From the Desk of ... | ||
 By
Rick ShortMarcom Director Indium Corporation |
Social Media Isn't Always Online | |
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We've all heard about how social media is shaking up the way we
do business. The terms "word of mouth" and "viral" are spoken
daily in Marcom departments worldwide. And it all seems to be
associated with online activities. We also know that, when everyone is going left, we might consider looking to the right. That's what Indium Corporation did at APEX, one of our largest trade exhibitions. |
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| Feedback Forum | ||
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Your Questions, Your Answers Click here to answer the next question in the series and see the responses in the next issue! |
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Q. Internal Collaboration: Please rate how successfully your sales and marketing teams work together. |
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A.
B. 20% C. 27% D. 9% E. 12% - Poorly |
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We Want Your Input! Click here to let us know how we can best provide you with the information you need. |
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By
Naylor Gray| INDUSTRY SOLUTIONS | |
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 We accelerate growth www.frost.com |
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