Integrated Marketing Communication Strategies to Boost Business to Business Sales

This event is over.

This session is available as a member-benefit to full ANA members only. Seats are limited and confirmation of attendance will be required in advance of the session.

Business-to-Business marketing and communications are more challenging than ever. To be most effective, campaigns should be strategic and integrated, and they should include marketing communication strategies and tactics that are well orchestrated with selected media and messaging. This workshop is 100% focused on a Business-to-Business strategic approach that will help you to better integrate and manage marketing communications (IMC) to increase sales of products and services.  You will learn to develop end-to-end integration strategies and tactics that achieve objectives by effectively helping to move customers to make a purchase decision.  


Who is this workshop for?

Specially designed for Business-to-Business (B2B) marketing managers, communications managers and others who are, or will be, decision makers in marketing, communications, PR, ads, digital, trade shows, and other media. It is also intended for those in B2B who want to learn integration and content marketing best practices that result in customer communications that can help to build a business.

Download the full benefits here

  • Setting the Stage (20 min)
  • Customer Buying Process and Touchpoints (20 min)
  • Your Customer Needs & Touchpoints (45 min)
  • Analyze: How Could You Improve Integration? (25 min)
  • Break (15 min)
  • How You Want to Improve Integration? (45 min)
  • Identify Target Markets (25 min)
  • You Target Markets & Competitive Advantage (40 min)
  • Lunch (45 min)
  • Develop Marketing Communication Objectives (20 min)
  • Your Marketing Communication Objectives (40 min)
  • Produce an Integrated Marketing Communication Plan for the chosen markets (15 min)
  • Break (15 min)
  • Your Marketing Communication Plan & Messaging (30 min)
  • Return to Integration Benefits and Strategies (15 min)
  • Your Next Steps to Implement IMC (45 min)
  • Closing (20 min)



Vin Hoey

As managing director of Strategic4sight, Vin helps organizations improve by developing marketing communications campaigns that are strategic and integrated – combining and orchestrating selected media and messaging. He provides a Brand Strategy and Marketing Audit to increase revenue and reach sales goals. A branding expert, he has led naming of companies, products and services.

During a successful ExxonMobil career, Vin led business-to-business marketing and corporate communications functions for the chemicals division.  While serving as global marketing communications manager for ExxonMobil Chemical Company, he led market research and development of B2B marketing communications planning, sales collateral, media relations, ads, websites and trade shows for 10 worldwide business units.

Leveraging his experience, Vin serves as an adjunct professor at SMU, teaching business in a senior capstone course. He holds a BA degree from DePauw University and an MBA from Carnegie Mellon University.