Integrating Sales and Marketing Strategies—Kellogg & ZS Host Executive Summit

October 24 - 25, 2007
Evanston, IL

Kellogg Logo

The Kellogg School Summit for Sales Executives
—Integrating Sales and Marketing Strategies

 

Presented in Alliance with ZS Associates 
The Kellogg School Summit for Sales Executives, offered in alliance with ZS Associates, affords senior sales and marketing leaders an annual opportunity to address critical business issues related to sales strategy and operations with leading authorities from industry and academia.

Focus on Sales & Marketing Integration 
The 2007 Summit focus will be on integrating sales and marketing strategies in an ever-evolving marketplace. Keeping pace with increasingly sophisticated customers requires sales and marketing to operate in a closely allied fashion; both functions must have a sense of independent purpose yet link seamlessly at the appropriate time. Achieving the optimal interface of these functions has proven to be a difficult challenge but one that successful enterprises must meet and overcome.

Program 
Presentations and panel discussions will feature Kellogg faculty and senior-level sales executives from a diverse range of industries.

  • Phil Kotler and Neil Rackham will kick things off the evening of October 24 with a discussion of their recent Harvard Business Review article, "Ending the War Between Sales and Marketing."
  • Andy Zoltners and Prabha Sinha will open the day on October 25 with a discussion of the latest in strategic sales frameworks and processes that lead to executional success.
  • Industry leaders from Cisco Systems, GE, Genentech and United will then share the successes, challenges and tactics they have faced through presentations of practical examples and case studies.

A lively panel dialogue will allow sales and marketing leaders to "face-off" on the on-going debate over the different roles and responsibilities of sales and marketing organizations.

Summit Leaders 
Leading authorities from industry and academia will include:

  • Andris A. Zoltners, Professor of Marketing, Kellogg School of Management, and Founder and Co-Chairman, ZS Associates 
  • Prabha Sinha, Former Associate Professor of Marketing, Kellogg School of Management, and Founder and Co-Chairman, ZS Associates 
  • Philip Kotler, S.C. Johnson Distinguished Professor of International Marketing, Kellogg School of Management 
  • Neil Rackham, Visiting Professor of Sales at Cranfield University, the author of Spin Selling (1988) and a coauthor of Rethinking the Sales Force (1999) 
  • Jeffrey Foland, Vice President Worldwide Sales, United Airlines 
  • Antoinette Gawin, Chief Marketing Officer, GE Healthcare Financial Services
  • Tony Szekalski, Service Provider Sales, Cisco Systems
  • Joshua Rossman, (formerly) Services Marketing, Cisco Systems

Learn More | Register 
The Kellogg Sales Summit will be held at the James L. Allen Center on Northwestern University's Evanston campus, specifically designed for executive education programs and including sleeping, dining and classroom accommodations.

You may learn more and register online at the Kellogg website, or by calling the Kellogg Executive Education program at 847.467.7000.