This Boot Camp will provide focused, relevant, insights into the B2B marketing realm, what it is, and its functions—both short and long term tactics for improving your performance. Real world examples from a real world practitioner. Learn how to get past the gatekeeper to the decision maker. Find new ways to offer your 'wisdom' without reducing your price. Walking through strategy, planning, marketing communications, selling and measurement, this Boot Camp is designed for attendees to answer this key question: “How do I support B2B efforts to achieve our sales goals?” In many small to medium sized B2B companies marketing is viewed as a sales support function—its role is to help sales achieve their goals. After attending this session, attendees will be better able to: >Define B2B marketing using focused networking techniques >Understand the difference between Suspects vs. Prospects >Learn how to convert Prospects to Customers >Discover the way to create long term Clients >Prioritize and measure the value of activities >Advise product and service design Understand how the enterprise creates value and develop relevant competitive brand so that finance, sales and rest of the organization “buy-in” •Expand and/or defend budgets •Learning Objectives •Understand why B2B marketing is important, and how it’s different. •Vis-à-vis B2C •Vis-à-vis sales •Articulate the functions of marketing •Seeing the Future (Trends) •New product/service development and launch •Demand generation/Branding •Sales support/teamwork Pricing Apply Value Disciplines $Act as internal communicators and facilitators for key stakeholder groups and segments $Identify and overcome barriers to implementation Develop a roadmap for putting ‘lessons learned’ into practice Use the S.W.O.T. Action Planning Process Measure and report on revenues created or grown Who Should Attend For business professionals, small-to-medium sized businesses, product and service providers who will benefit from a broad overview of B2B marketing strategies and techniques aimed at effectively adding customers. Folks newly assigned to the marketing function in a B2B firm but who have a non-marketing background, or have communications, sales, social media, PR, design backgrounds and desire a better understanding of marketing.