Why This Book?

The Marketing Champion’s Imperative.

The Marketing Compass.

About Our Research.

PART ONE: Understand the Landscape.

1. Defy Marketing Myths.

Myths about Marketing.

Myths and Consequences: Marketing’s Confused Role.

Four Distorted Views.

Transforming the Marketing Landscape in Your Organization: What You’ll Learn in This Book.

2. Clean Up Your Language.

Clarifying the Language of Marketing.

Say What You Mean, and Mean What You Say.

Standardize Your Professional Processes.

Translate Marketing into the Language of Business.

Tips for Talking Business.

PART TWO: Manage North.

3. Make Marketing Matter to Your CEO.

Sleepless in the C Suite.

Marketing to the Rescue.

A Word about the Board and Wall Street.

Your CEO SWOT Analysis.

4. Forge a Friendship with Your CFO.

Understand Your CFO’s Needs.

Give Your CFO Something of Value.

Marketing: The Wellspring of Profit.

Marketing: A Growth Driver.

Let’s Talk: Communicating Regularly with Your CFO.

CFOs under Pressure: A Note about Sarbanes-Oxley.

Your CFO SWOT Analysis.

5. Define Metrics for What Matters.

Your Marketing Metrics Audit Process.

Tips for Selecting and Using Marketing Metrics.

PART THREE: Manage East.

6. Bust Silos and Build Bridges.

A Closer Look at Silos.

Silos and You.

Busting Silos: Five Tactics.

7. Scratch Sales's Back.

Help Sales Boost Velocity.

Define Qualified Leads.

Manage the Lead Pipeline.

Quantify the Lead Pipeline’s Financial Value.

Overcome Price Resistance.

Accelerate Sales Funnel Flow.

Your Sales Partnership SWOT Analysis.

8. Dream with the  R&D Team.

Marketing and R&D: A Crucial Partnership.

Conduct an Innovation Review.

Reduce R&D’s Risk.

Craft Compelling Product Stories.

Your R&D Partnership SWOT Analysis.

PART FOUR: Manage South.

9. Build a Brand for Marketing.

Perception Becomes Reality.

Two Little Words.

Reshaping Perceptions of Marketing.

Your Brand-Building SWOT Analysis.

10. Deliver on Marketing's Brand Promise.

Leverage the Power of Persuasion.

Establish Transparent, Repeatable Processes.

Forge Productive Working Relationships with Agencies.

Make Smart Marketing Decisions.

Your Brand-Delivery SWOT Analysis.

PART FIVE: Manage West.

11. Leverage Fresh Opportunities on the Business Frontier.

Evaluating New Opportunities.

Reclaiming Marketing’s Lost Heritage.

Act on Your Assessments of Opportunities.

Your New Opportunities SWOT Analysis.

12. Lead the Way in the Cash-Flow Frontier.

Market Yourself.

Get a Reputation.

Conquer the Time Crunch.

Find a Mentor.

Your Leadership Future SWOT Analysis.

Index.