Latest Recording: It’s Been Even Tougher at the Top
For the last two Roundtables, we have examined the future of live vs online events and then in February, the pressure that sales leaders are under. For the next one, we want to discuss the challenges that the men and women at the top have faced and how they have battled through.
We know that in the early weeks of the COVID-19 crisis, organizations all over the world scrambled to make sense of the rapidly evolving situation and its implications. Their focus on protecting the health and safety of their employees, families, and communities was the overwhelming necessity. That was followed by a rush to preserve the business and its ability to sustain operations and its workforce.
Now, businesses are reengineering to emerge from the crisis. While some are looking to merely survive, others are actively looking at how they might reimagine their business models and return stronger than they were.
Will 2021 will be a tipping point?
We are entering a new phase and whether we call it restarting, rebuilding, or reimagining, senior executives are now taking a more holistic and deliberate approach to what comes next.
The panel will comprise of CEO's who have nervously, but bravely (possibly fearlessly), steered their ships through the choppy waters of COVID-19.
Jonathan Farrington hosted that panel comprised: Bob Apollo, Kevin Eikenberry, David Mattson and jay Mitchell.
Will Sales & Marketing Ever Play Nicely Together?
Sales & Marketing functions no doubt realize it isn’t enough to just coexist—not when they could work together to create value for the company and for customers. As a rule, though, they’re separate entities within an organization, and, when they do work together, they don’t always get along.
When sales are disappointing, Marketing blames the sales force for its poor execution of an otherwise brilliant rollout plan. The sales team, in turn, claims that Marketing sets prices too high and uses too much of the budget, which instead should go toward hiring more salespeople or paying the sales reps higher commissions. More broadly, sales departments tend to believe that marketers are out of touch with what’s really going on with customers. Marketing believes the sales force is myopic—too focused on individual customer experiences, insufficiently aware of the larger market, and blind to the future. In short, each group often undervalues the other’s contributions.
Unsurprisingly, this lack of alignment ends up hurting corporate performance. So, what’s to be done?
Jonathan Farrington will once again host a panel comprising of Jamie Bernier, Matt Heinz, Dave Kurlan and Will Milano.
View Roundtables from previous years, and this year, by clicking on a link below: