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.

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 Far too many companies are still following rigid B2B sales tactics with outdated marketing materials and not adapting conversations to the individual needs of their customers.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 best

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.

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.

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.

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.

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.

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.

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.

"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.

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 optimization

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.

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.

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.

How do I deal with this emotion?

The Uberall success story with Seismic

In this interview-style masterclass, we will discuss:
Objectives: What were the challenges at Uberall and how did implementing a sales enablement solution help to overcome these?
Outcomes: Uberall reports improved sales performance – let’s look at these results and find out how they were achieved.
Outlook: Uberall’s plans for expanding the reach and building on the success of Enablement

In this session, you'll learn how to effectively use Zoho CRM for new customer acquisition and customer support These special highlights await you:
• Creating Systems with Zoho CRM
Digitize, optimize and automate (standards, blueprints, workflows, dashboards)
• Generating and qualifying leads with Zoho CRM
How to successfully generate leads and qualify them professionally
• Successful selling with Zoho CRM
How to effectively manage sales opportunities and sell effectively
• Delighting customers with Zoho CRM
Recommendations and tips on how to delight and serve customers, Get references, generate referrals and get repeat business.

Efficiency in sales means closing deals as quickly and easily as possible: Contacting customers at the right time and for the right reason. This is exactly where predictive sales tools come in. In this masterclass, you will learn what is behind predictive sales and how you can use them to massively increase your sales in the B2B existing customer segment.

Together, we face volatility and rapid development of the market. With this approach, IT and sales have moved closely together at fritz and have prepared themselves for the future with the right methods and tools.

Is the topic of data quality still relevant in the age of AI?
If so, how much does a lack of data quality harm your sales?

You can learn the following in the Masterclass:
- Why is everyone talking about data-driven sales?
- How big is the problem of "data quality"
- How you can improve your data & sales results already tomorrow

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.