About Event

The world of B2B sellers has changed.

Digitization has made it much easier for customers to find price, specifications and compare products. This means that salespeople need to work differently - and not just salespeople need to change - but the whole business and the function called sales needs to change. One of the most important parameters in that work is to make the sales work easy, simple and structured for sales. Here, the concept of sales enablement is one of the most important processes.

This is exactly what makes us work focused, use the right time, hit the customer at the right time and use the available data in the best possible way. And at the same time, we need to hit the right customers in the right way. Here are completely new ways of segmenting. Not just from the "big, medium or small" account that it usually has. No, we need to understand the customer's maturity to buy and how they fit into our way of making sales.

In collaboration with the two international researchers, Karina Burgdorff and Bert Peasbrugge, we invite you to our workshop, where you will be introduced to techniques in Sales Enablement to strengthen your competence in segmentation - all to create a better customer experience, customer loyalty and better sales results. The two researchers will present their work documenting the effect of working with the concepts and the workshop will be led by Mads Winther. You will have the opportunity to ask questions and get input on challenges in your company.