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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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10:30Presentation
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?
Nina Michahelles Google
Lars C. Arnold Kontist
Maximilian Steinhart Karlsruher SC
Falko Richtberg Nestlé Waters
Martin Friedrich Sandoz
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.Sophia Krekel StepStone
Christopher Schröder Wärtsilä Voyage
Alexander Huber Siemens
Daniel Bode eBay Kleinanzeigen
Björn Espe fino
Fabian Roemer WorkMotion
Moderation:
Yurda Burghardt Negotiation Advisory Group
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10:00
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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
Moderation:
Steffi Landerer Sales Summit Moderation
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11:00
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11:30
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11:45
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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!
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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17:15
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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 will 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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14:45
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15:15
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16:30
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16:45
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17:45
Masterclass Speaker Award Ceremony
The top three speakers from our Masterclass 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