How to set up hybrid pharma sales at lightspeedBioNTech has established a hybrid sales force in record time. It was an inspiring learning journey; from onboarding through to training with hybrid learning concepts, to the digital learning platform. It also involved the first carbon-neutral electric vehicle fleet in pharma sales. Digital systems and data-driven activities enhanced the employee experience that effectively translated into a significant customer experience. Employee and customer feedback showed a successful outcome of the project.
Coffee break & guided stadium tourAn especially popular place of interest in Hamburg that the majority of Hamburg's citizens are yet to see; discover the inner workings of the FC St. Pauli stadium.
Free guided tour of the stadium
Meeting point: in front of the elevator in the exhibition area
Digital Transformation of a technical Service ProviderDigital transformation is high on the strategic agenda of most companies. But what does this transformation mean for a traditional, technical Service Provider ? Which implementation opportunities exists to bring technical services to the client?
Robert Kees, CEO Global Sales & Marketing TÜV Süd AG, takes you on the journey, which TÜV Süd undergoes, a 150 year old company with globally 1000 locations and 25000 employees, to bring E-Commerce, client portals and Hybrid selling activities to life.
Digitalization in SalesHow can the new digital tools and services in Sales to help achieve better results and become more efficient? A discussion with experts on the topic.
Moderation:Dr. Jens Hutzschenreuter Digital Business Group
Zoom, telephone or face-to-face conversation – how much customer contact does modern B2B sales require?Can video calls replace telephone calls or face-to-face meetings? Leading sales managers discuss their experiences and strategies.Claudia Nölken-Niebuhr Otto Christian Neuser DATEV André dos Santos Edenred Kersten Kaufmann Deutsche Post Adress Florian Mohr parcelLab
Moderation:Yurda Burghardt Negotiation Advisory Group
Between tradition and digitalization - credit unions in transitionChange cycles are becoming shorter and shorter. This brings opportunity and risk for companies. Ms Herbers, Member of the Board of Hamburger Volksbank, talks about the changes within the banking industry and how Hamburger Volksbank - as a rather traditional company - deals with change.
5 SaaS tools: How fast-growing B2B marketing and sales teams organise themselves using toolsFast-growing organisations need leads, which are then handled by the B2B sales team. From our own start-ups and working with over 40 organisations, similar challenges regularly emerge. In this session, we will look at 5 typical challenges and illustrate how organisational and tool-based solutions are applied in practice.
Sales success through configuration along the Buyer's JourneyDo your prospects and customers get the product information they want along the buyer's journey? As we see it, sales in 2022 is all about speeding up quotation processes, digitising customer requests and making your business processes more efficient.
Topics in our master class: • Digital sales along the buyer's journey - the important role of a configurator tool
• Added value of Guided Selling, product configuration and co.
• Impressing customers anew - visual configuration with 3D & AR
Unlocking the Marketing Boost - How to make marketing and sales successful togetherDigital marketing expert Erik Siekmann will take you into the world of online marketing. The significance of digital marketing measures in B2B continues to increase. The mechanics of how marketing and sales work together have also changed drastically in recent years. This talk will present efficient online marketing strategies, describe how to reach B2B target groups online, and look at organisational cooperation between marketing and sales.
How sales teams can regain time to close more dealsThe number one priority for sales teams is closing deals. But in reality, they spend much of their valuable time coordinating appointments, chasing leads that were once interested, or talking to leads that are far too cold. With sales automation, sales teams can regain their time to focus on what really matters.
Make the shift from What to sell to How to sell with the Salesforce Revenue CloudBusinesses are becoming increasingly focused on building customer relationships and finding innovative ways to monetize them. This innovation takes a variety of forms: pricing, packaging, and go-to-market models. These include subscriptions, product and services bundling, or consumption-based pricing.
We will showcase how subscriptions change the entire lead-to-cash process, with focus on how a customer doesn’t just represent just a one-time sale but a lifecycle from acquisition to renewal. Join this session to discover:
- how to connect customer touchpoints into one holistic journey that aligns to your new product and pricing strategy
- how sales and finance can work together on a new shared mission that puts the customer first
- what capabilities are needed to support the subscription model across every department.
Turning LinkedIn Data into Sales SuccessLinkedIn Sales Solutions products work better together. When you combine the market-level data of Sales Insights with the relationship-building power of Sales Navigator, great things happen for sales teams. LinkedIn is proud to present at the Sales Summit Hamburg 2022, and demonstrate how our products will enable your sales teams to create new business opportunities, and strengthen customer relationships.
Sales Summit Startup AwardsHere you can see innovative startups presenting their clever new solutions in sales. The best three will receive a Sales Summit Startup Award – you decide!Jochen Seelig snapADDY Frank Stampa FoxBase Tim Wegner Workist Alexander Weltzsch Dealcode Matthias Richter Scorelead Lars Sager contactify Lennart Prange Valuecase Peer-Arne Böttcher Turnbull Patrick Thelen Procuros Frederik Peters Westphalia DataLab
Sales leaders’ panelSales chiefs from leading companies discuss the current challenges in their respective industries.Simone Wunsch Xella Deutschland Dirk Schneider Bosch Security Systems David Smyczek Secontec Rent Marco Trupp Securitas Deutschland
Moderation:Yurda Burghardt Negotiation Advisory Group
Sustainable sports marketing made by FC St. PauliIn the current social environment, there are two main topics that every company must deal with today: attitude and sustainability. FC St. Pauli has been addressing both topics for several years and has developed into a credible communication platform. When dealing with potential new partners, we are initially exclusively concerned with the question of whether the new partner and their values fit in with our own and whether FC St. Pauli fits in with the new partner. This makes the sales process quite particular and demanding.
How is digitalisation changing the world of work in sales?What will sales teams of the future look like? Do they still need fixed locations, and if so, where will they be?Sabrina Welzel Carlsberg Deutschland Florian Wehmann Vodafone business Markus Nagorsen Faktor X Philipp Stegmann 0VIX Jan-Boyke Seemann SAP
Moderation:Ina Börner NO DIRTY TALK
Sum Up PanelJens and Ina, together with some exciting guests, summarize the highlights of the Sales Summit 2022 and give an outlook for the coming year.
Promising tips from Purchasing for the Sales DepartmentNegotiating is not selling! When negotiating starts, selling stops. However, this is exactly what most sales people forget, and thus lose a massive amount of negotiating leverage. It is therefore necessary that the sales department prepares for the difficult negotiations with the purchasing department with a well-founded and comprehensive strategy. How do I enforce my additional demands? How do I win new orders? What opportunities do I have to better understand the negotiation strategies and drivers of purchasing? In our masterclass you will take away valuable impulses and you will learn the decisive tips and tricks for sales success.
Powerful sales management: digital lead and pipeline managementDo you know how many orders you may expect in the next quarter? Do you know your top 10 business opportunities in your sales region? What are the reasons for volatile receipt of orders? If you know the answers to those questions, you also know what is key to powerful and high performing sales management.
The key is: digital lead and pipeline management. In this presentation, you can expect to get suggestions and practical insights on:
- how to successfully manage your processes and your sales organisation based on the potential pipeline
- how to track appropriate KPIs
- how to use digital management and controlling mechanisms to stimulate performance in your sales organisation
5 Things your Sales Reps aren’t telling you - Why an integrated sales solution approach is the only way forwardThe challenges for accurate forecasting are huge. How do you know what is BS and what is reality?
Do you trust your pipeline? Your forecast?
All too often forecasting is based on hope or intuition rather than data.
In this session we will explore why coaching is a central driver of your sales culture and why it should be at the centre of your forecasting strategy. We will show, how to achieve agile and accurate forecasts while removing intuition bias:
4 forecasting essentials for accurate forecasts - without the Bullshit!
Sales Order AutomationDo you still process incoming orders manually? By automating your order entry, you can not only noticeably reduce the workload of your sales team, but also process incoming orders faster and more cost-effectively.
In this masterclass, learn how Workist's AI can help you process documents so your sales team can focus on value-adding tasks again.
What does modern selling look like?The pandemic is changing sales at an unprecedented rate. Some changes, like remote selling via video, came "overnight." Others, like remote onboarding of new employees, take a little more time. At the same time, buyers are becoming more demanding than ever.
So what does modern selling look like? And how can sales reps deliver exceptional buying experiences in the digital world? Revenue enablement is the solution. In this masterclass, we show you exactly what this is all about.
Seismic Masterclass80% of the buying cycle has already run. That is before you have your first contact with your potential costumer. Says Forester. Or was it Gartner? It doesn’t matter*. We’ve all seen it happen. So there is very little time for you to make a difference. Now what? The remaining 20% must really “pop”. And that will only work with one thing: relevance. In this master class we’ll talk about how you become and stay relevant to the customer.
* Actually, both
How to Build a Video Selling StrategyVideo is one of a sales reps most powerful tools in a virtual selling toolkit. But if you don’t use video properly in a sales strategy, then you won’t get the most out of your prospecting and outreach.
75% of top-performing sales prospects say that video increases their response rates. And what more do we want than engagement from our prospects! Reading through a text-heavy email inbox can make prospects feel unhappy and stressed, but watching a video reverses that effect, making them more receptive to your pitch.
Join Vidyard as they break down why having a video strategy is so important to your team’s success and how to use it properly.
You’ll learn how a video strategy can help your team:
- Capture the attention of prospects
- Spend more time selling
- Measure outreach performance with video analytics
2022: A New Era of Digital Transformation for SalesThe digital disruption of sales is accelerating, making today's business environment more competitive than ever. Yet most traditional revenue organisations are unequipped with the right processes, people or technology to out-perform their competition and thrive in the new normal.
Every revenue team suffers a Sales Execution Gap — the gap between the potential revenue of an organisation and the actual revenue it achieves. To innovate, grow, and win, leaders must embrace new technologies and strategies to help them execute at their full potential - winning more deals with less effort; forecasting without guesswork; and delivering a better customer experience.
Join Rebecca Feiten, Senior Director for Strategic Sales at Outreach as she explores how organisations can close their Sales Execution Gap and drive predictable, efficient growth across their entire revenue cycle.
More agility and flexibility in Sales: Sales Performance Management with AnaplanThe primary role of any business is to generate revenue and generate growth. Each role within the company falls into one of the following three categories:
1. Generates revenue
2. Enablea someone else to generate revenue
3. Helps to secure revenue
But: How do you identify what to focus on sales-wise to achieve business goals? How do you increase sales productivity? And how exactly do you reduce the high cost of acquiring customers? Is your sales forecast accurate enough? And if not, how do you increase accuracy?
With Anaplan you will find answers to exactly these questions.