The Minnesota chapter of the BMA-Minnesota) will kick off its 2009 professional development program series , with an exploration of the emerging “Buyer Marketing” sales and marketing strategy. (
Led by Hugh Macfarlane, founder of Math Marketing and author of The Leaky Funnel™, the session will discuss the emerging customer-centric sales and marketing strategy that is changing the way businesses organize and manage their combined sales and marketing funnel.
Based on more than 20 years of experience working with and advising senior business leaders, Macfarlane’s contention is that by shifting the focus onto the buyer – not the seller – organizations can accelerate the effectiveness of their endeavors to earn more customers.
“In an uncertain economy, buyers hesitate; they double-check selections, question projects and involve others in purchase decisions that might otherwise have been simple,” said Chris Schermer, president of BMA-Minnesota. “Macfarlane’s approach addresses how B-to-B sales and marketing structures can avoid the pitfalls that traditional seller models face during tight economies.”
Drawing on his research into 1,400 businesses and experience in leading more than 250 growth projects across four continents, Macfarlane will provide a framework for finding “problem” buyers and strategies for accelerating the flow through your sales funnel.
Sponsored by Minnesota ’s only professional organization dedicated exclusively to the needs of business-to-business marketing professionals, the event will be held at the University of Minnesota ’s Coffman Memorial Union located at 300 Washington Ave. S.E. in Minneapolis .
The program will run from www.bmaminnesota.org through , with a limited number of walk-up registrations available.. with registration beginning at . The cost of the event is $25 for BMA members and $40 for non-members. Attendees can register online at
In addition to its professional development events, BMA-Minnesota will sponsor smaller, more interactive forums throughout the year designed to help busy business-to-business executives, marketers and communicators stay on top of the latest trends, products and strategies.