Kassner - Sales Integrated Marketing®


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Press Release

Kassner Develops New Sales Integrated Marketing® (SIM) ProcessDesigned to Shorten Selling Cycles and Optimize Sales Opportunities

SIM Ensures That Marketing Has Clear Vision Of Sales Process

Pleasanton, CA-July 9, 2003

Kassner, the Sales Integrated Marketing Agency, announces that they have developed a new, sales-centric process called SIM that delivers marketing materials and campaigns that boost sales by improving lead quality, accelerating the sales cycle, reducing customer acquisition cost, and generating more sales opportunities. More information about SIM can be viewed at www.kassner.com.

"SIM exists because we've discovered, after extensive proprietary research, a fundamental flaw in many business-to-business marketing strategies, particularly in the high tech area," says Javier Labra, president of Kassner. "The flaw is that they are primarily based on consumer marketing tactics that don't take into account the complexity of business-to-business sales, or the needs of the stakeholders involved in the product/service review and purchase process. Unfortunately in these situations, sales is generally not consulted by marketing in the development of ad campaigns, direct marketing, brand identity, messaging, presentations and other sales tools. Often this misalignment causes non-pursued sales leads and inconsistent messaging; as well as higher marketing and business development costs. SIM changes all that." The SIM process is essentially a series of steps, with each building upon the other. Those steps include:

		Gaining the marketing perspective on product positioning, competitors, pricing and distribution
		Interviewing sales management and representatives regarding the sales process, its challenges and pinpointing what really sells the product or service
		Consolidating the findings to gain consensus and chart the proper course for the marketing effort
		Composing specific communications plans with strategies and recommended tactics to achieve marketing and sales objectives
		Developing a creative platform with messages and graphics that have the greatest sales impact
		Executing the plan

"When SIM plays into a company's overall business objectives and sales goals, messaging is consistent at the corporate and field level, the corporate brand is strengthened, costs are reduced and sales cycles can be shortened. Additionally, marketing campaigns and projects are much easier to track in terms of return on investment." To learn more about Kassner's SIM process, visit www.kassner.com or contact Javier Labra, President at Kassner, at 4615 First St., Ste. 100, Pleasanton, CA 94566; 925-600-9000 x112, or javier@kassner.com.

About Kassner. The Sales Integrated Marketing Agency.

In 1992, Wendy Kassner founded the company that carries her name. As principal and creative director, she and partner, Javier Labra, molded Kassner into a marketing agency geared toward helping companies sell products or services by combining marketing and sales strategies with the
best branding and creative work. To date, Kassner has delivered more than 1,400 successful print, interactive, and trade show projects for both large and small clients in the high-tech, manufacturing, finance, retail and non-profit industries. Recently, Kassner developed their Sales Integrated Marketing (SIM) approach designed to take advantage of both Marketing and Sales perspectives to increase sales and marketing ROI with more effective sales tools and marketing campaigns. In addition to SIM, Kassner services include advertising, alliance campaigns, brand identity, direct marketing, events/trade shows, POP, packaging, sales tools, collateral, and more.
Labra, President, has over 15 years of experience in marketing and business leadership, and has the primary role in the research and development of SIM.