Vlerick Sales Webinar Series

Category: Webinar

Professor Deva Rangarajan, Director of the Sales Exellence Centre at Vlerick Business School invites Pascal Persyn and Pascale Hall in this series of 11 sales webinars.

Pascal Persyn and Pascale Hall

Pascal Persyn

Pascal Persyn has a wealth of field experience both as a senior executive, 20 years of experience in sustainably growing technology companies, as well as supporting customers with their transformation into Buyer Aligned Organisations. Before Perpetos, he worked as CEO of Artilium. Before that, he worked for Voxware and TCE, respectively as SVP & Managing Director Europe and CEO. Pascal is focused on delivering commercial excellence through sales enablement, content and customer engagement.

 

Pascale HallPascale Hall is Partner at Minds&More. She has more than 25 years of experience in sales and sales management, and as sales performance consultant. She has worked at the highest levels with a variety of international clients across healthcare, logistics, manufacturing, IT, telecommunications and defense and aerospace sectors. Pascale believes that sales performance is not exclusively the domain of the salesperson and she assists management teams in the development of strategy, organisation, process, skills, knowledge and attitude to improve sales team efficiency. Her focus: professionalising sales in large or complex sales force environments.  

Webinar Overview

Time is money. How to increase sales win rates.
Deva Rangarajan invites Pascal Persyn
Date: September 30, 2016
Time: 12:30 pm - 01:30 pm
Register here

In this webinar, Pascal Persyn will cover the principles to build a world class sales team. We see that only 54% of sales people attained their quota in 2015. Whereas both sales and management agree that sales are not spending enough time on core activities. So which activities are consuming so much of our precious selling time? How can selling time be improved? And how can we surround sales with a team that helps to increase their win rates. This calls for a new way of managing and supporting sales people.

Frontline sales manager's dilemma, coach, leader and business manager
Deva Rangarajan invites Pascale Hall
Date: October 20, 2016
Time: 12:30 pm - 01:30 pm
Register here

In this webinar Pascale Hall will share the results of 2015 sales management optimization study by CSO Insight.
“Today, little attention is paid to the FSM (Frontline sales manager) yet the FSM is the single most influential person in the salesperson’s world. They turn to their FSM for advice, strategy and perspective on how to advance and close opportunities. They also review their forecast, funnel and progress towards quota with their manager. “

Effective sales management in today's buyer driven economy
Deva Rangarajan invites Pascal Persyn
Date: November 10, 2016
Time: 12:30 pm - 01:30 pm
Register here

Research shows that sales management continues to struggle with performance management. In this webinar Pascal Persyn, CEO of Perpetos Group, will share the keys for sales management to be the driver for growth and continuous improvement.

Previous webinars:

Sales Productivity: Selling versus buying
Deva Rangarajan invites Pascal Persyn
Watch the recorded webinar here

In this webinar Pascal Persyn will share the keys to address the changing customer behavior in B2B buying. He will explain how to adapt the sales process to improve conversion, retention and lower the cost of sales at the same time.

Turning how you sell in a competitive advantage
Deva Rangarajan invites Pascale Hall
Watch the recorded webinar here

In this webinar Pascale Hall will explore one approach that many companies have failed to fully leverage: competing not just on what they sell, but how they sell. 
Based on data from over 1,000 companies worldwide, as part of CSO Insights’ 2015 Sales Performance Optimization study, we will show that sales organizations that optimize their sales processes for engaging and working with clients significantly outsell their less adept competitors, achieving sales performance edges.

Overcoming the sales learning curve
Deva Rangarajan invites Pascal Persyn
Watch the recorded webinar here

In this webinar Pascal Persyn will cover the 5 components needed to support an effective sales team. Research shows a year over year continued degradation of sales quota attainment. What can management do about this?

The sales funnel: bringing science in the art of selling
Deva Rangarajan invites Pascale Hall
Watch the recorded webinar here

In this webinar Pascale Hall will open a Q&A session: Topic: Understanding what happens in a sales organisation starts with the capability of analyzing the state of your sales funnel. We will share why it is important, best practices for building or optimizing and how to coach on funnel process.

Adding value to the sales conversation
Deva Rangarajan invites Pascal Persyn
Watch the recorded webinar here

In this webinar Pascal Persyn teaches you how to equip your sales with the knowledge needed to have value based conversations. Today’s buyers expect you to challenge and enrich their vision of a solution and being able to proof the impact.

Selling at customers that keep you at arms's length, relationship strategies that work
Deva Rangarajan invites Pascale Hall

In this webinar Pascale Hall will share strategies to avoid being strong armed by powerful buyers, or is the power balance shifting from buyers to suppliers?

How to align sales and marketing
Deva Rangarajan invites Pascal Persyn
Watch the recorded webinar here

Sales Marketing alignment has been a challenge for decades. Yet most companies still struggle today. In this webinar Pascal Persyn will share best practices on how to improve collaboration and experience sharing.

How to undertake and successfully implement a sales transformation
Deva Rangarajan invites Pascale Hall

In this webinar Pascale Hall will share the best practices and pitfalls of sales transformations. We will share a roadmap for sales transformation success and help you determine the ROI of sales transformation.

 

 

Drive real change in your organisation

A learning experience with real impact on your operations? A management programme tailored to the specific needs of your business? Contact us and discover how we can design and deliver customised programmes for your team that add genuine value to your organisation.

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