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Main Stage
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Masterclasses
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09:15
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09:30Presentation
Increasing customer loyalty through digitalisation of sales
Nowadays, our customers are predominantly digital and have clear expectations derived from their private shopping experiences. Digital offers must be relevant, intuitive and consistent. By consistently digitising the customer interface and using behavioural data, a personalised shopping experience can be designed that leads to increased customer loyalty.Moderation:
Inken März Sales Summit Moderation
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10:00
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10:45Presentation
Learning from the market leader: this is how Salesforce sales work
Did you know that salespeople spend only 28% of their work week selling? Much of their time is spent on routine tasks - like deal management and data entry. But is that really productive? No. That's why it's even more important to eliminate unnecessary tasks from the to-do list so that more time can be invested in closing deals. It also seems that a multitude of tools often cause problems in this regard. Salesforce's secret recipe for a strong performance and efficiency culture in sales can be broken down quite simply. Three pillars form the basis: people, processes, data and tools. Join the keynote to learn more about how Salesforce makes sales work and how people rely on their in-house CRM system.Moderation:
Inken März Sales Summit Moderation
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11:00Panel discussion
The link between marketing and sales
What does it take for successful collaboration between marketing and sales, and what are the challenges?
Moderation:
Ina Börner NO DIRTY TALK
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11:45Panel discussion
Sales leader panel
Sales managers from leading companies discuss the current sales perspectives and challenges in their respective industries.Moderation:
Yurda Burghardt Negotiation Advisory Group
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10:00Presentation
The torque - from customer service to sales
Intelligent appointment calls complement cold calls and increase contact rates by 100% with 30% less effort. Dr Alexander Schagen, founder of ServiceOcean, presents intelligent software between service and sales. A positive phone call in customer service is the perfect time to make the follow-up appointment in sales.Moderation:
Steffi Landerer Sales Summit Moderation
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10:15Presentation
This far, but no further: How to overcome the status quo in sales
The status quo is comfortable, it's familiar, predictable and easy. But what has got you this far will not necessarily get you anywhere. Sales and enablement strategies must evolve, or you will be left behind. Far too many companies are still following rigid B2B sales tactics with outdated marketing materials and not adapting conversations to the individual needs of their customers. How can you overcome this status quo and enable your salespeople to reach their sales targets this year?
In this masterclass, Antoine Richert, Senior Solutions Engineer at Showpad, will provide insights on the following topics:
- The sales challenges you face.
- Why modern customers are dissatisfied with rigid sales tactics and content
- How the right content, training and data enable sales teams to perform at their bestModeration:
Steffi Landerer Sales Summit Moderation
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10:30Presentation
From days to minutes: How Von Poll Immobilien optimised lead response time and increased closing rates
This lecture presents the successful digitalisation and process optimisation at VON POLL IMMOBILIEN, one of the leading real estate companies in Europe, through the introduction of HubSpot. Deniz Bergmann, FUERSTVONMARTIN, explains how HubSpot is used to automate customer enquiries and improve collaboration between sales, service and marketing. Find out how VON POLL IMMOBILIEN has achieved a significant increase in efficiency within one year and reduced the processing time of customer enquiries from up to 24 hours to just a few minutes. Frank Welsch-Lehmann, TAIPAN Consulting, adds how the findings from the concrete application example can be methodically transferred to other companies.Moderation:
Steffi Landerer Sales Summit Moderation
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11:00Presentation
The ABC for B2B success: More LOL (Lots of Leads) and productivity guaranteed!
How do high-performing sales organisations succeed regardless of the economic environment? Why are not all companies equally successful? What does it take to be successful? What is the magic? What can I do to improve my business?
Join a session with Nora Nollen-Reitsma, Regional Sales Director at Salesforce, to learn more about what makes today's and tomorrow's sales tick. She will dive into the ABC, Adaptability - Breaking Innovation - Customer Focus. So learn how more than 7700 sales professionals from around the world have managed to be Successful, and increase ROI in the current economic climate.
Hear what Nora, who has spent many years in sales at top companies such as JACOBS DOUWE EGBERTS, Mondelēz International, Reckitt, Tchibo Coffee Service GmbH, Dr. Oetker and now Salesforce, has to say.Moderation:
Steffi Landerer Sales Summit Moderation
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11:30Presentation
The perfect contract
The current crises from the Corona pandemic to the Ukraine conflict are putting current business relationships to the test. The costs of energy, steel and personnel and many other items have risen rapidly, forcing distribution to make additional demands on customers. It requires new contractual solutions to maintain long-term business relationships in the future. The Masterclass The "Perfect" Contract deals with the question of what contracts must look like in the future in order to share risks fairly and defend the margins of distribution in the long term.Moderation:
Steffi Landerer Sales Summit Moderation
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11:45Presentation
Welcome to the "Create and Close" era of B2B Sales
Every sales team needs to do two things to increase sales: build pipeline and win pipeline. But in a turbulent market, this is easier said than done.
It's harder to generate new pipeline, sales cycles are getting longer and conversion rates are dropping. As a result, the pipeline is thinner, fewer sales people reach their line and sales forecasts are too often missed.
Join Jochen Werner, Solution Architect at Outreach, to learn three best practices that will help you combat this trend and increase the productivity of your sales force to achieve efficient, predictable growth:
- Empower your salespeople to take control of their own pipeline.
- Increase pipeline conversion rates with the right strategies.
- Use tools, tactics and team culture to increase confidence in your forecasts.
Moderation:
Steffi Landerer Sales Summit Moderation
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12:00Presentation
New Work requires New Learning AND New Technology: How using adaptive learning technology can help you to ensure the sales competencies of the entire team are sustainable - and demonstrably increase sales success
How can the use of artificial intelligence today help you achieve higher sales results, ensure rapid onboarding of new sales reps, and ensure that every employee gains the sales skills they need? In this masterclass, you will gain insights into how artificial intelligence can support, implement learning in the "flow of work" already today and secure the human capital of your sales team. The proof of action competencies through comprehensive analytics, employee motivation and engagement as well as sustainability are central aspects of the presentation.Moderation:
Steffi Landerer Sales Summit Moderation
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13:30
Sales Summit Startup Awards
Here you can see innovative startups presenting their clever new solutions in accounting. The best three will receive a Sales Summit Startup Award – you decide!
Alexander Bauer UMNION®
Dominik Witt PHAINA
Sascha Korts SALESHAND
Lukas Snizek QuickSpeech
Dr. Patrick Oehler Retorio
Dominic Blank Hyrise
Henrik Lippke Smace Technologies
Moderation:
Inken März Sales Summit Moderation
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14:30Presentation
Don’t do Sales Training - unless you have a holistic approach to Sales Training and Development
Gain valuable insights into how you can increase your success and reduce attrition of your top sales reps.Moderation:
Inken März Sales Summit Moderation
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15:00Presentation
A truffle pig for distribution
TÜV Rheinland has developed an innovative sales intelligence / automation model (potential map) for German B2B sales in order to increase the number of hits and generate more turnover. Frank Mager reports on how he approaches this topic for his sales team and what results he has already achieved with automated potential analysis in sales.
- How to implement Automated Smart Data Potential Analysis.
- Why Artificial Intelligence (AI) is an innovation and growth driver in the entire value chain.
- Which is the most important KPI to manage your sales success.Moderation:
Inken März Sales Summit Moderation
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15:30
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16:00Presentation
Transformation total: How do you manage to shift all analog B2B customers to a digital SaaS pricing model within one year?
The transformation of ARGUS DATA INISIGHTS includes the change from a piece-based business model to a SaaS flat pricing as well as the change from an analog to a digital product experience - all at the same time! This involves the conversion of more than 4,000 B2B customer contracts to a new commercial SaaS pricing model within one year. This gives rise to 3 questions:- How do you align your sales organization with this ambitious goal?
- How do you upsell on the sales side and prevent churn at the same time?
- What marketing and sales automation measures can be used to achieve this goal?
Moderation:
Inken März Sales Summit Moderation
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16:30Panel discussion
War for Talent
Sales teams will continue to grow strongly in 2023 and struggle to attract new employees. Numerous approaches and procedures are trying to support managers in this: Employer branding, tools or external service providers. What are the successes and no-gos in sales recruiting?
Moderation:
Dr. Jens Hutzschenreuter Digital Business Group
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17:15Presentation
In preparationNot perfect but better - The interaction of sales and sustainability at FC St. Pauli
The sustainability transformation is on the rise. What does sustainability mean in sales, what challenges does it bring, and how does it change the relationship with the customer?Moderation:
Inken März Sales Summit Moderation
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17:45
Main Stage Speaker Award Ceremony
The top three speakers from our Main Stage will be honored. You decide which speakers you found particularly inspiring, charismatic and innovative. Voting will take place using our app. Access is via your ticket code.
Moderation:
Inken März Sales Summit Moderation
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13:30Presentation
Don't just talk, do it: How a customer experience strategy can also improve your sales.
How is a customer relationship actually built? Simply by using the best software available? Certainly not. It's true that the potential of digital tools to improve your customers' experience, and thus your sales results improve. But the reality is crystal clear: if the corresponding processes are not being lived, your sales strategy will fail. So the slogan is: sort out what you really need. And then bring the horsepower on the road. In this presentation, I'll show you how to separate wheat from chaff, turn babbling into action, and put the customer at the center of your sales efforts.Moderation:
Steffi Landerer Sales Summit Moderation
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14:00Presentation
Increasing sales through data. How to use analytics successfully in sales.
Did you know that according to a 2021 study by Korn Ferry, only 25% of sales organisations achieved sales forecast accuracy above 75%? And did you know that according to a 2022 study by McKinsey, companies that were data-driven were able to achieve growth far above the market average and an EBITDA increase of 15-25%? We'll show you how you, as a sales leader, can empower your sales teams with targeted analytics and actionable insights across the sales cycle, forecast revenue better, and control your pipeline like never before. Fully integrated with Salesforce Sales Cloud.Moderation:
Steffi Landerer Sales Summit Moderation
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14:30Presentation
The robots take over: Digital job processing of tomorrow
"Learn how you too can process your incoming customer orders and enquiries fully digitally tomorrow.
With the latest RPA and AI technology. Supported by intelligent assistants. Efficient, error-free and even fully automated.
Make confident decisions with a 360-degree view. Increase your efficiency by up to 50 %. Gain time for the essentials! Improve the customer experience of your customers.
With AFI Order, one of the many solutions from AFI Solutions, the leading solution provider for the digitalisation and optimisation of document processes around SAP, you can do the same.Moderation:
Steffi Landerer Sales Summit Moderation
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14:45Presentation
Why Sellers Don’t Use Marketing-Generated Content & What To Do About It
THIS JUST IN: Sellers don’t trust you! (but you already knew that) Over 70% of the content created for sellers goes unused.
Why?
Sellers don’t know where to find the content… no single source of truth… Those are contributing factors.
But the biggest reason might surprise you: sellers don’t have the confidence to use the new content effectively.
And that’s where the good news comes in – we can do something about that!
In this session, you’ll learn:
- To accept the inherent credibility gap marketers face and how to overcome it
- How to increase content adoption by 111% by partnering with top-performing reps
- The context sellers need to use content effectively and how to deliver it
- How to implement a sustainable content lifecycle model, from co-creation through ongoing messaging optimizationModeration:
Steffi Landerer Sales Summit Moderation
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15:15
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15:45
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16:15Presentation
Ecosystem Sales & Marketing - or how they can still work together
The lack of Sales & Marketing orchestration is bringing the disadvantage to light right now:
45 % — 74 % lost sales or wasted sales potential.
67 % of the measures have no measurable relevance for the balance sheet.
In a growing market, this has been tolerated so far – now Sales & Marketing have to work together to best exploit sales potentials and avoid unnecessary expenses. In addition, we are dealing with a change in customer buying behaviour to which a flexible (customer-centric and data-driven) response is needed. Katharina Stapel shows you a simple method for orchestrating sales & marketing activities as well as a smart process model so that your employees can implement proactively and success-oriented and make the right decisions for the company. This is how the future works.Moderation:
Steffi Landerer Sales Summit Moderation
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16:45Presentation
NEXT LEVEL SALES? Are you prepared for the sales of tomorrow?
The new B2B sales norm is faster, more customer-centric and above all: not only analogue, but increasingly digital.
On the one hand, this means changes in the processes and tool & tracking landscapes of your entire go-to-market organisation.
On the other hand, innovations in the workflows and skills of your sales team are crucial.
Christopher Held, explains in his presentation the potential, opportunities, basic requirements and challenges of hybrid sales and presents a holistic approach with the Next Level Sales Accelerator to seize these opportunities of digitisation now.
You can learn the following in this session:
- What are the strategic steps needed to transform a sales team from analogue to digital/hybrid?
- What does a potential implementation look like step by step?
- How much change management do I need to achieve this change.
He also gives a brief digression into the practical application of AI in sales.
- How can AI be used in everyday life to become more efficient instead of being afraid of it.Moderation:
Steffi Landerer Sales Summit Moderation
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17:15
Masterclasses Speaker Award Ceremony
The top three speakers from our Masterclasses will be honored. You decide which speakers you found particularly inspiring, charismatic and innovative. Voting will take place using our app. Access is via your ticket code.
Moderation:
Steffi Landerer Sales Summit Moderation