Sales Forum 2015 Puhujat

Lou Schachter, Managing Director of the Global Sales Practice, BTS

Lou is responsible for ensuring client success and the growth of the practice worldwide, leading the global practice team, and driving thought leadership.

Before joining the BTS team, Lou had a long career in sales for professional services firms. His experience includes selling to Fortune 500 companies, small businesses, and large government institutions. He helped lead the fast growth of a specialized communications firm. Earlier in his career, he was an investment banker.

Lou’s diverse background enables him to be a change agent who accelerates his own customers’ success. In selling investment banking services, he worked with clients who were using financial levers to achieve their goals. In his communications work, he worked with clients using consensus-building techniques on thorny external challenges. Now he puts all that to use by helping clients to learn more effectively, plan more successfully, and changemore quickly.

Closing the Value Gap & Workshop

What do customers expect from your sales force? Is your sales force meeting, exceeding, or falling short of those expectations? Continuing research has enabled BTS to identify the seven critical elements that are crucial to accelerator selling and exceeding customer expectations. The workshop challenges sales leaders to focus on the behaviors and knowledge expectations that customers demand from salespeople in order to elevate performance and to envision the picture of success for their sales force and organization. Sales leaders work together to explore the seven critical elements of selling today by evaluating data from their own customers. Leaders leverage these insights to create their own picture of success for their organization. The BTS research is revealed to assess any potential gaps in performance (Value Gap).

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Jonas Kjellberg, one of the creators of SKYPE, lecturer at Stanford University and Stockholm School of Economics

Jonas Kjellberg, one of the creators of SKYPE, is a much appreciated lecturer at Stanford University and Stockholm School of Economics where he lectures on entrepreneurship and how to create a winning sales culture. Jonas is specialized in developing a fundamental understanding for how product, sales and profitability must interact in order to create successful business. He supports management teams in developing their overall sales strategy and a winning sales culture. Organizations today face new demands as customer satisfaction is becoming more and more transparent with users increasingly sharing their experiences.

Creating a winning sales culture

Organizations today face new demands as customer satisfaction is becoming more and more transparent with users increasingly sharing their experiences. Jonas is specialized in developing a fundamental understanding for how product, sales and profitability must interact in order to create successful business. 

 

Peter Vaigur, Scientific R&D Manager, ProSales Institute Sweden

Peter is the Scientific R&D Manager at ProSales Institute Sweden, an analyst and advisory company within B2B sales. Peter has a Ph.D. in industrial economics and management. He is specialized in business intelligence, entrepreneurship, and economic science & methodology. Peter is born and raised in Stockholm, the Venice of the North, and as a true Stockholmer, he loves the sea.

The Revenue Chain: a framework to manage the challenges of a digital sales and marketing process

The discussion of sales and marketing integration is climbing up on sales directors' agendas. A few of the reasons behind the urge to integrate sales and marketing organizations are major shifts in customers' buying behavior, new technologies and pressure on chief marketing officers to contribute to revenue. In the presentation, Peter presents a framework to manage the challenges of a digital sales and marketing process -- "The Revenue Chain". You`ll hear sales directors' and marketing directors' respective opinions about what the contribution of the marketing function should be.

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