Preface: Are You a Marketing Champion? |
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ix | |
Why This Book? |
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x | |
The Marketing Champion's Imperative |
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xiii | |
The Marketing Compass |
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xv | |
About Our Research |
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xvi | |
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PART ONE: Understand the Landscape |
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1 | (46) |
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3 | (22) |
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4 | (5) |
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Myths and Consequences: Marketing's Confused Role |
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9 | (1) |
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10 | (7) |
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Transforming the Marketing Landscape in Your Organization: What You'll Learn in This Book |
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17 | (8) |
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25 | (22) |
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Clarifying the Language of Marketing |
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26 | (4) |
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Say What You Mean, and Mean What You Say |
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30 | (1) |
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Standardize Your Professional Processes |
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31 | (3) |
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Translate Marketing into the Language of Business |
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34 | (7) |
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Tips for Talking Business |
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41 | (6) |
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47 | (74) |
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Make Marketing Matter to Your CEO |
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49 | (23) |
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50 | (2) |
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52 | (12) |
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A Word about the Board and Wall Street |
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64 | (5) |
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69 | (3) |
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Forge a Friendship with Your CFO |
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72 | (24) |
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Understand Your CFO's Needs |
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73 | (1) |
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Give Your CFO Something of Value |
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73 | (5) |
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Marketing: The Wellspring of Profit |
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78 | (4) |
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Marketing: A Growth Driver |
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82 | (4) |
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Let's Talk: Communicating Regularly with Your CFO |
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86 | (4) |
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CFOs under Pressure: A Note about Sarbanes-Oxley |
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90 | (4) |
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94 | (2) |
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Define Metrics for What Matters |
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96 | (25) |
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Your Marketing Metrics Audit Process |
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101 | (13) |
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Tips for Selecting and Using Marketing Metrics |
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114 | (7) |
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121 | (68) |
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Bust Silos and Build Bridges |
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123 | (22) |
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124 | (4) |
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128 | (1) |
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Busting Silos: Five Tactics |
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129 | (16) |
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145 | (24) |
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Help Sales Boost Velocity |
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146 | (3) |
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149 | (3) |
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152 | (1) |
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Quantify the Lead Pipeline's Financial Value |
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153 | (2) |
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Overcome Price Resistance |
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155 | (3) |
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Accelerate Sales Funnel Flow |
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158 | (9) |
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Your Sales Partnership SWOT Analysis |
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167 | (2) |
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169 | (20) |
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Marketing and R&D: A Crucial Partnership |
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169 | (4) |
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Conduct an Innovation Review |
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173 | (1) |
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174 | (9) |
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Craft Compelling Product Stories |
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183 | (3) |
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Your R&D Partnership SWOT Analysis |
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186 | (3) |
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189 | (40) |
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Build a Brand for Marketing |
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191 | (18) |
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Perception Becomes Reality |
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192 | (2) |
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194 | (6) |
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Reshaping Perceptions of Marketing |
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200 | (7) |
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Your Brand-Building SWOT Analysis |
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207 | (2) |
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Deliver on Marketing's Brand Promise |
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209 | (20) |
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Leverage the Power of Persuasion |
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210 | (8) |
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Establish Transparent, Repeatable Processes |
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218 | (5) |
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Forge Productive Working Relationships with Agencies |
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223 | (2) |
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Make Smart Marketing Decisions |
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225 | (2) |
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Your Brand-Delivery SWOT Analysis |
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227 | (2) |
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229 | (34) |
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Leverage Fresh Opportunities on the Business Frontier |
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231 | (18) |
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Evaluating New Opportunities |
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232 | (7) |
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Reclaiming Marketing's Lost Heritage |
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239 | (2) |
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Act on Your Assessments of Opportunities |
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241 | (6) |
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Your New Opportunities SWOT Analysis |
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247 | (2) |
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Lead the Way in the Cash-Flow Frontier |
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249 | (14) |
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250 | (1) |
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251 | (6) |
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257 | (3) |
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260 | (2) |
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Your Leadership Future SWOT Analysis |
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262 | (1) |
Index |
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263 | |