Certificate Series
Sales & Marketing Information Management
Online Executive Education
Elevate Your Career. Make an impact.
Program Overview
Benefits
The SMIM program explores the relationship between Marketing and Sales in a sales-based distribution model; the distinction between using data in Business–to-Consumer and Business-to-Business sales, with emphasis on B-to-B; the value of information in the sales process, as a critical internal link and lever in effective Customer engagement; the different data used working with prospects and current customers; the heightened requirement for using data when marketing to small or volume-oriented businesses; data used in inside sales, face-to-face and multi-channel hybrid selling models; the value and use of 3rd party information such as D&B or other external data; an understanding of the critical technical enablers for managing and using data in Sales.
By the end of this program, participants will be able to:
Who Should Attend This program is designed for experienced marketing, sales and sales support, business analysis, and competitive intelligence professionals with no extensive information management experience within sales and marketing. Market researchers, planning managers, and other practicing managers associated with execution of sales and marketing plans
Understand the importance of a customer insightdriven business strategy.
Obtain more accurate forecasts for new products and gain maximum value from your market research expenditures.
Understand when you should trust a marketing research study and when you should be cautious.
Program Outline Data Management and Sales: Context and Overview
Selling models (B-to-B, B-to-C, Direct, Channel-based) Data/information-based approach The Marketing and Sales Pipeline
Metrics along the sales pipeline Lead generation: Prospect targeting & Prospect qualification in the Sales process
Data and Information in B-to-B Selling
Selling to SMB compared to Enterprise Sales Integrating and distinguishing multi-layered
selling (B-to-B-to-C) &/or Partner channels Customer data as a surrogate for “high-touch” selling
Multi-Channel Selling and Data Management Enablers
Technical enablers Data categories, types and sources
Special Feature Three week on-line self-coaching program that includes a unique self-assessment tool, personalized feedback, and follow-up centered around work-life balance.
Tuition Program Cost: $1,295 Duration: 6 weeks / 24 hours All program materials included.
From Data to Analytics, Segments, Scores and Predicting Response
Identifying a continuum from data to information Distinguishing descriptive v predictive metrics Critical Processes for Managing Data in the Sales Process
Access, Authorization, Updating and Data Quality Data flow in the Marketing and Sales process
Dedicated and Authoritative Faculty All our programs are designed and developed by thought-leading faculty and industry experts.
NYIM sets the standard for high quality online executive education Our Approach Leading-edge curriculum drawn from Thought Leading Faculty with tested tools and practices used in the worlds’ leading organizations. Our programs are based on professional competencies desired for high performance in each field.
Our courses encourage students to incorporate workplace issues into their studies, providing Real-world Application to many of the academic theories covered by our curriculum. NYIM executive education offers relevant course experience that practitioners can carry with them throughout their career. NYIM workforce development solutions offer Outstanding Student Support to track progress and performance of online students with strong focus in maintaining student motivation, commitment, and the successful completion of our programs. NYIM best-in-class programs improve business performance, profitability and employee satisfaction. Comprehensive curriculum design offering a unique Collaborative Learning Experience, high quality interaction, on time technical support and post course knowledge reinforcement. At the convenience of their schedule, practitioners will develop and maintain the critical skills needed to advance their career.
Workforce Wellbeing Many professionals face the challenge of how to maintain long-term high performance without compromising health and well-being. Throughout our programs, you have the option to assess your own well-being at this stage of your life and career. NYIM gives you the opportunity to develop new habits that enhance your quality of life by providing you access to a leading health and well-being service offered by Vivamea’s on-line self-coaching program.
330 E.46th Street, New York, New York, 10017 Web: www.nyimexec.com Email: info@nyimexec.com Phone: +1-212-380-8560 M - F: 9am - 5pm EST