How is the strategic role of territory planning changing? We present the results of our latest territory planning study - complemented with our observations on the challenges and trends in sales management.
 

In today's rapidly evolving sales landscape, success hinges on embracing new strategies and technologies. The traditional sales playbook is being rewritten, with enablement, artificial intelligence (AI), and customer delight emerging as the critical keys to unlocking revenue growth.
Sales enablement equips teams with the right skills, knowledge, and tools to drive productivity and performance. AI augments human efforts by automating tasks, providing data-driven insights, and enhancing customer interactions. However, at the core lies customer delight - delivering exceptional experiences that build loyalty and advocacy.
This powerful combination empowers sales professionals to navigate complexities, personalize engagements, and create value that resonates with modern buyers. Mastering these new keys to sales success is essential for organizations to gain a competitive edge and thrive in the digital age.

Winning an order and achieving good margins at the same time? 
This is possible if salespeople recognise the negotiating tactics of buyers and customers - often supposedly minor details - as such and react appropriately. Heiko van Eckert shows how it is even possible to turn the tables and play the other party's cards in your favour. After all, deals are not only won at the table, but only with the best preparation, knowledge of the rules and a feel for the tricks of the trade.

Your customers and their behavior are changing at least as quickly as today's technology. That's why a CRM system is no longer enough for many companies - more is needed to build a high-quality CX journey. But how can you do this? Our customer Wattline shows how! In our presentation, we will show you the building blocks you need for your digitalized CX journey.

With the rapidly advancing integration of AI into CRM systems, the optimization of sales processes reaches a new level. Employees not only receive support for their extensive communication tasks through the system. The AI also researches customer information, provides analyses, predicts sales opportunities, automates routine tasks, and even handles complex sales tasks. Based on specific use cases, the presentation will illustrate what artificial intelligence means, how it works and what it can achieve in sales.

Every ten years or so, a technological tidal wave sweeps through our lives and changes our behaviour and processes. Currently, it is generative artificial intelligence (AI) that promises to redefine the world of sales. In this talk, Antoine Richert from Showpad will demonstrate how AI is changing buying behaviour and how sales teams can take advantage of the technology to improve their workflows.

AI and machine learning make it possible to decode the story behind the data. Integrated into a sales intelligence solution with access to over 2,000 verified press and business databases, this represents a revolution in sales work for B2B sales. GENIOS INSIGHTS visualises the networked information in dynamic dashboards so that correlations can be recognised and new sales opportunities and leads identified. The result is a superior sales strategy based on unique insights into customer needs, industry challenges and market dynamics.

In a time of rising customer expectations and continuous changes in the digital landscape, it is crucial for companies to develop innovative strategies in order to successfully compete in the market. Hörmann, as an industry leader, aims not only to meet current customer needs, but also to ensure long-term success through future-oriented solutions. See how Hörmann, together with Axians and their SAP CX experts, is setting new standards in customer orientation and omnichannel strategy and achieving sustainable success.

In a rapidly changing world where AI and mobile apps are redefining sales, companies are at a turning point. Artificial intelligence is analysing customer data and adapting sales strategies in real time, while mobile apps are creating direct customer engagement to better understand and meet their needs. These technological advances open up additional ways for sales teams to engage more frequently with potential or existing customers. In marketing, they promote customer loyalty and up- and cross-sell opportunities. Discover the key components for successful sales with AI in your organisation.

We will explore how GenAI technology is transforming B2B selling by enabling a deep sales approach that focuses on identifying high potential accounts, key buyers, and hidden allies. We will discuss the challenges of B2B selling in today's market, including declining conversion rates and deal sizes, and how deep sales can help overcome these challenges. We will also examine the role of sales efficiency and how Sales Navigator users have saved 15% of their time each week in research-related activities. Finally, we will explore the benefits of using AI and sales intelligence tools to identify high potential accounts and exceed your quota. 

In this masterclass, participants will learn that passion is only the beginning of sales success. We shed light on typical start-up difficulties, offer solutions and present success stories to illustrate the path to sales success.

In 2024, the number of software tools in the area of sales will continue to grow steadily. In this masterclass, Jens Hutzschenreuter provides a structured overview of the solutions available on the market and looks at developments over the last 12 months. He focusses on solutions from Europe and picks up on important trends among providers and users.

Traditional customer platforms are becoming less important, while the shift of online activities to smartphones is forcing companies to rethink their digital strategy. Mobile customer platforms that are tailored to the preferences of the target group offer direct and personalised communication. They are crucial for customer retention and acquisition by opening up new opportunities for marketing and sales through detailed user analyses and targeted communication. Get a quick insight into the key success factors.

What does "being a man" mean these days? 
What does "being a leader" mean as a man today? 
Macho or wimp - both are nothing! 
Heiko van Eckert uses his personal story to show you how you can find not only success but also fulfilment as a manager in sales.

A like is not a sale. People behave differently than they say they do. Is digital a challenge? Behavior is predictable there too. You just have to look closely and know which data points are actually relevant. Currently, 95% of visitors leave a website without buying anything or talking to a salesperson. This benchmark is probably the biggest fail in the digital age, and nobody can afford it anymore. Whether B2B or B2C - Katharina Stapel and Patrick Vennhoff take you on an exciting and humorous journey of human behavior so that you can grow profitably even in challenging times. No more sales psychology tricks: Take advantage of the behind-the-scenes look at human words and actions, decipher the behavioral code with the speakers to turn behavior into profit.

Many salespeople only start with sales (important) when they are finished with operations (urgent). Unfortunately, they don't and this has fatal consequences for their turnover. "Sales first!" activates salespeople, because contacts bring contracts!

In his masterclass, Christopher shares real-life use cases about the world of artificial intelligence in sales - and looks with you at whether it might even put us all out of a job! With a twinkle in his eye, we will explore how AI technologies are already revolutionising the sales process and. Together, we will explore the pros and cons of this new era of sales with a focus on ChatGPT. Because at the end of the day, even if AI might change the way we work, it certainly won't take the fun out of selling!