Success in integrated marketing and sales by definition comes from collaboration between marketing and sales teams. But the reality of implementing integrated campaigns often tells a different story. Traditional sales and marketing teams have a tendency to operate independently, using their own view of projects and performance - executing as stand-alone groups. Friction and competing cultures cause problems in execution that limit the results of a campaign.

Using the metaphor of playing with children’s Lego building blocks, Dave Heinke, Grant Thornton MW Region Director of Sales & Marketing will give a presentation that focuses on how to create collaboration in the marketing and sales process, one interlocking block at a time. As part of the discussion, Heinke presents 7 key collaborative building blocks – 1) maintaining program simplicity, 2) communication between Marketing and Sales, 3) sharing the same marketing and sales vocabulary, 4) sharing performance metrics linked to compensation, 5) using CRM and basic CRM reporting, 6) employing M&S product development teams, and 7) adapting campaigns from real time reassessment.

About David Heinke

Dave is responsible for managing the marketing and direct sales efforts of Grant Thornton’s Midwest region. He also serves as a sales professional in the Chicago metro market.

Dave has a broad range of sales and marketing management experience focused on generating revenue for both professional services and financial services firms. His expertise is working across a wide variety of industries to secure business for Grant Thornton’s corporate finance, due diligence, tax, audit, and advisory service teams.