From Plan to Profit: MR Sales & Marketing Strategies for 2026 Success

December 2, 3 & 4, 2025 | 10:30 a.m. – 12:30 p.m. ET

About The Series

Build Your 2026 Growth Engine

As 2025 draws to a close, there’s no better time to invest in your firm’s growth strategy for 2026. This three-part series is designed for leaders and seller-doers in the market research and insights industry who want to strengthen their sales pipeline, sharpen their marketing strategies, and align both functions for sustainable success.

Through expert instruction, real-world frameworks, and insider perspectives from agency leaders and buyers, you’ll walk away with a practical roadmap to:

Build and execute an actionable sales plan that drives measurable results.
Design a marketing framework that creates awareness, demand, and differentiation.
Integrate sales and marketing efforts to reduce waste, improve collaboration, and maximize ROI.

If you’re serious about growth, client relationships, and long-term success — this series is the best investment you can make before the new year.

Session 1

Sales: Building a 2026 Sales Plan That Delivers

" Nothing happens until somebody sells something!" And that’s never been more true than today.

When: December 2
Time: 10:30 a.m - 12:30 p.m. ET
This session dives into how to create a real-world, results-driven sales plan that your team will actually use — not one that collects dust on a shelf.

You’ll Learn:
Why a sales plan is essential — and how it directly impacts firm growth

How to define your Ideal Customer Profile (ICP)
Setting three types of sales goals that drive performance
Building consistent sales messaging across the organization
Determining the right sales activities and frequency for both prospects and existing clients
How to structure your sales team and seller-doer roles effectively

Developing seller-doers and managing performance
Budgeting and forecasting sales resources
Working effectively with marketing for lead flow and brand consistency
Tracking performance through reports and pipeline monitoring
Turning your plan into action — and keeping it alive year-round

Session 2

Marketing: The Strategic Framework for 2026 Growth

When: December 3
Time: 10:30 a.m - 12:30 p.m. ET
This interactive session guides you through developing a 2026 marketing strategy grounded in clear goals, smart positioning, and practical execution. You’ll move from strategy to implementation with actionable frameworks tailored for market research and insights firms.

Key Takeaways:

Build a strategic foundation: Goal-setting, KPIs, and positioning for 2026
Develop advanced buyer personas that go beyond demographics to reveal true motivations
Construct a content pillar framework with SEO and GEO (Generative Search Optimization) tactics
Differentiate lead generation vs. demand generation — and when to use each
Streamline content creation, distribution, and repurposing for maximum efficiency

Leverage events, media partnerships, and thought leadership to build credibility
Use AI tools for smarter, faster content development
Strengthen sales-marketing alignment with shared goals and workflows
Optimize resources and execution for high-impact campaigns

Session 3

Alignment: Building a 2026 Sales Plan That Delivers

When: December 4
Time: 10:30 a.m - 12:30 p.m. ET
Growth doesn’t happen in silos. This capstone session focuses on how to align sales and marketing functions to eliminate inefficiencies, improve collaboration, and deliver a unified client experience.

BONUS - We’ll also field a powerhouse panel of buyers of insights services so you can hear firsthand about what they look for, how they choose partners, and what builds long-term trust

You’ll hear directly from experienced MR agency sales and marketing leaders about how they:

Identify and fix the most common sales-marketing disconnects
Create shared goals, communicate and coordinate to stay on mission.
Align messaging, timing, and targeting for consistent outreach

Presenters

Steve Henke

President and Founder of Harpeth Marketing, specializes in marketing and sales solutions for the Market Research industry and previously led 20|20 Research, where he tripled revenues. A respected industry presenter and author of over 500 articles and a dozen eBooks, he has trained hundreds of professionals through his Seller-Doer Workshop and developed numerous sales teams and training programs nationwide.

Norbert Sari

Global brand strategist and designer who helps insights companies unite strategy, creativity, and storytelling to drive growth. A DE&I advocate and ESOMAR member, he’s been recognized with honors including the Greenbook Future List and LinkedIn’s 2024 Top B2B Marketing Strategy Voice badge.

Who Should Attend

Developed for Sales & Marketing Teams

Company leaders, seller-doers, marketing & sales team leads, business developers, and strategists focused on collaboration and efficiency and charged with driving growth planning and client engagement.

Don’t just plan for 2026—profit from it.

Reserve Your Seat