ISBM B2B Marketing Mastery TRACK™ Certificate Series for 2023. This series will be delivered beginning 6/6/23 through 10/6/23 and includes both live remote sessions and selected face-to-face sessions. Register here for this complete 2023 B2B Marketing Mastery TRACK™ which include all 4 Track courses for a discounted price $7800.00 (ISBM Members) and $9360 (Non-Members).

FEATURES

• Four World Class B2B Instructors
• Flexible Scheduling and Make-Up
• Offline Virtual Coaching Hours
• Maximum of 15 in each Cohort
• ISBM B2B Marketing Mastery Certificate

RECOMMENDED FOR:

• Employees who are new to Marketing
• Marketers who are new to B2B
• New Product Development and New Business Development professionals needing skills to understand B2B Markets and identify growth opportunities
• B2B Marketers who would benefit from an acceleration of their knowledge, skills, and abilities
• B2B Marketers who would benefit from a Graduate School level of knowledge to improve their skills and abilities
• The Track™ Series is especially valuable to Marketers coming from an engineering or technical background

FORMAT:

The ISBM B2B Marketing Mastery TRACK™ Series is designed to be taken in its entirety, however, each of the courses can be taken individually. 4 Courses taught by 4 Instructors make up the entire TRACK™ Series. The B2B Marketing Fundamentals course taught by Dr. Robert Thomas is the spine of the series. Each of the other 3 courses taught by Dr. Liam Fahey, Gerry Katz, and Dr. Ralph Oliva are advanced courses going deeper into 3 fundamental topics in B2B Marketing.

The courses are delivered live, remotely or face-to-face and scheduled across a 4 month period. The LIVE Virtual workshops are delivered in consumable formats, < 5 hours spread across days, and are recorded* for catch-up or replay.
* B2B Marketing Fundamentals sessions will not be recorded

Workshop content, tools, and templates available in special Track portal. Instructors, provide offline, one-on-one coaching access. The workshops are designed for participants to “bring their work” into the workshop.

B2B Marketing Mastery TRACK™ Includes:

1. B2B Marketing Fundamentals (TK1) – Dr. Robert Thomas, Georgetown University and ISBM Distinguished Research Fellow

• Part 1 – B2B Marketing Fundamentals of Market Analysis – June 6, 2023, 9:30AM – Noon ET and 1:30PM – 5:00PM ET; (June 16, 8:00AM – 11:30AM ET, make-up session for afternoon)
• Part 2 – B2B Marketing Fundamentals of Marketing Strategy – August 8 & 9, 2023, 8:00AM – 11:30AM ET
• Part 3 – B2B Marketing Fundamentals of Marketing Plan and Execution – September 6 & 7, 2023, 8:00AM – 11:30AM ET
• A large part of the learning experience in these sessions is breakout work; therefore these sessions will not be recorded
  • This course can be taken on it’s own for a course fee of $2995 (Members); $3595 (Non-Members)

2. Advanced B2B Market and Competitive Analysis (TK2) – Dr. Liam Fahey, The Leadership Forum and ISBM Distinguished Research Fellow

• Part 1 – Market Analysis & Insights, June 20, 2023, 8:00AM – 5:00PM ET – Face-to-Face in Pittsburgh, PA.
• Part 2 – Competitive Analysis & Insights, June 21, 2023, 8:00AM – 5:00PM ET – Face-to-Face in Pittsburgh, PA.
  • This course can be taken on it’s own for a course fee of $1995 (Members); $2395 (Non-Members)

3. Voice of the Customer (VOC) in B2B  (TK3) – Gerry Katz, Applied Marketing Science and ISBM Practice Fellow

• Part 1, June 22, 2023, 8:00AM – 5:00PM ET – Face-to-Face in Pittsburgh, PA.
• Part 2, July 18 & 19, 2023, 9:00AM – Noon ET
  • This course can be taken on it’s own for a course fee of $1995 (Members); $2395 (Non-Members)

4. The Concept of Value in B2B & Developing Winning Value Propositions (TK4) – Dr. Ralph Oliva, Penn State Smeal College of Business, ISBM Executive Director Emeritus, and ISBM Distinguished Practice Fellow

• Part 1, October 5, 2023, 9:00AM – Noon ET
• Part 2, October 6, 2023, 9:00AM – Noon ET
  • This course can be taken on it’s own for a course fee of $1995 (Members); $2395 (Non-Members)

B2B Marketing Mastery TRACK™ 2023 Schedule Summary

• Tuesday, June 6 – 9:30AM – Noon & 1:30PM – 5:00PM; Friday, June 16 – 8:00AM – 11:30AM ET (make-up session) – (TK1) B2B Marketing Fundamentals of Market Analysis  (Instructor:  Bob Thomas), Part 1 – Everyone, all is remote.
• Tuesday, June 20  – 8:00AM – 5:00PM – (TK2) Advanced B2B Market and Competitive Analysis (Instructor:  Liam Fahey), Part 1 – Face-to-Face, Pittsburgh, PA.
• Wednesday,  June 21 – 8:00AM – 5:00PM – (TK2) Advanced B2B Market and Competitive Analysis (Instructor:  Liam Fahey), Part 2 – Face-to-Face, Pittsburgh, PA.
• Thursday, June 22– 8:00AM – 5:00PM  – (TK3) Voice of the Customer (VOC) in B2B (Instructor:  Gerry Katz), Part 1 – Face-to-Face, Pittsburgh, PA.
• Tuesday, July 18 & Wednesday, July 19 – 9:00AM – Noon – (TK3) Voice of the Customer (VOC) in B2B (Instructor:  Gerry Katz), Part 2 – Everyone, all is remote
• Tuesday, August 8 & Wednesday, August 9 – 8:00AM – 11:30AM  ET  – (TK1) B2B Marketing Fundamentals of Marketing Strategy  (Instructor:  Bob Thomas), Part 2 – Everyone, all is remote.
• Wednesday, September 6 & Thursday, September 7 – 8:00AM – 11:30AM ET  – (TK1) B2B Marketing Fundamentals of Marketing Plan & Execution  (Instructor:  Bob Thomas), Part 3 – Everyone, all is remote.
• Thursday, October 5 – 9:00AM – Noon – (TK4) The Concept of Value in B2B & Developing Winning Value Propositions  (Instructor:  Ralph Oliva), Part 1 – Everyone, all is remote.
• Friday, October 6 – 9:00AM – Noon – (TK4) The Concept of Value in B2B & Developing Winning Value Propositions  (Instructor:  Ralph Oliva), Part 2 – Everyone, all is remote.

OBJECTIVES:

After completion of the B2B Marketing Mastery TRACK™, your Marketers will:

• Be more confident and enabled to drive profitable organic growth
• Mobilize lasting, personal connections to their instructors for fast advice and consultation in challenging market situations
• Compute customer value in tangible quantitative terms to more accurately set prices, and support sales in driving organic growth
• Make more profitable decisions on market and customer selection, and tailor winning Value Propositions to win share
• Analyze competition and their strategies, and move proactively rather than reacting
• Enact a “Voice of the Customer” practice to assist in the creation of more profitable new offerings
• Generate qualified leads to enable salespeople to close more profitable sales