Wendi Burke has a career spanning over 25 years in the marketing and management of high-tech fortune 100 and SMB organizations. She has spent the past 10 years in executive leadership roles in the surveillance, access control, cloud-based SaaS, and construction jobsite monitoring industries for companies such as Sensera Systems, 3xLOGIC and IQinVision (now Vicon Security).
Although architecture, engineering and construction firms generate business in many ways, classic marketing and sales tactics remain at the heart of that. Executing a joint strategy, each helping drive the success of the other, should improve a company’s return on resources invested in both. Marketing and sales are two different functions, but both must focus on revenue growth. Marketing is fundamentally a “one-to-many” sales relationship, not generally tied to a specific client. Sales, by contrast, focuses on individual clients in “one-to-one” sales relationships. In many A/E/C firms, these functional groups interface little, with marketing staff unclear about what sales staff