Vlerick Sales Conference programme:
8.45am – 9.00am: Welcome
9.00am – 10.30am: Improve & Align Sales Activity with the Informed Customer
Speaker: Pascal Persyn, Perpetos
The combination of technological changes in the internet, mobility and social media has changed the way customers buy. A traditional seller who displays excellent product knowledge and has mastered the conventional sales negotiating techniques is no longer guaranteed a sale. A high performing seller, on the other hand, knows in which purchase phase the contact has arrived, understands the situation and is able to align and engage the customer better. This session will explain how and why to adapt to the better informed customer.
11.00am -12.30pm: The omnichannel imperative
Speaker : Vincent Fosty, Partner, Deloitte Digital
Rising customer expectations, high penetration of digital technologies across all consumer segments, emerging technologies, … all make a seamless omnichannel experience an imperative and a reality in modern sales and customer care. Easier said than done however. Delivering on this promise triggers a range of questions and requires a broad set of capabilities. As the principles of value creation have not changed, organisations have to define their level of ambition on this journey and often execute across organisational and technological boundaries.
12.30pm – 1.30pm: Lunch
1.30pm – 3pm: Disruptive selling - How technology is changing the world and how sales organisations sell and organise themselves to create value.
Speaker: Patrick Maes, CPI Consulting
Customers have taken the lead in the purchasing process and want 24/7 access to information, inventory levels and support services. This requires companies to fundamentally rethink sales, marketing, customer service and value delivery. Patrick Maes will explain how companies can meet this challenge by combining new organisational insights with smart technology and how to transform traditional companies to Sales 4.0-industry leaders.
3.30pm-5pm: Framework for Customer Success: Sales Relationship Process Matrix
Speaker: Pascale Hall, Partner at Minds&More
In this presentation you will learn how the combination of formalised process along with well-developed customer relationships can have a positive business impact. This research-based framework can be applied to quickly identify how you currently operate and what levels of relationship and process implementation you need to achieve to remain competitive going forward. The data, which comes from the annual CSO Insights Sales Performance Optimisation Study, clearly and consistently support the importance of organisations elevating their position along each dimension as a business imperative.
5.15 pm-6pm: Sales Director Roundtable