Unlock your growth via better alignment and new ways of marketing and selling
Why participate ?
Back-end, Front-end, Mobile, cloud,… technology is so omnipresent that it has become an end rather than a means. Many marketing & sales organisations struggle to select and adapt technology platforms in an effective way in their pursuit to keep up with the latest.
3 reasons why you should join our 8th Marketing & Sales Performance Summit:
- Gain insights from the Minds&More and Showpad study on balancing platform integration with customer centricity, marketing & sales alignment and organisational transformation.
- Discover and learn from several Minds&More client-cases and connect with thought provoking speakers.
- Network with your peers during and after the event.
Welcome & Networking Lunch
Keynote : Customer centricity as a critical component to shift your commercial strategy from products to customers.
Niraj Dawar, Professor of Marketing at the Ivey Business School, Canada.
Niraj will share his expertise on how customer centricity and deep customer inside are driving today’s transformation in companies and go-to-market strategy?
Niraj is the author of the recent best-selling book TILT: Shifting Your Strategy From products to Customers, published by Harvard Business Review Press and winner of the Strategy+Business Business Book of the Year Award.
13:50 until 18:00
Airplus: Aligning people and tactics on a marketing and sales plan for growth.
Edwige Baron, Head Strategic Accounts & François Delvaux, partner Minds&More
Edwige Baron will share her experience on value proposition definition, deploying sales objectives and commercial tactics to support a three-year growth ambition.
Rexel: Driving customer centricity through the implementation of a new CRM system and new ways of working.
Joachim Vandermeersch, Project Manager & Patrick Michiels, associate at Minds&More
Joachim Vandermeersch will share his key learnings from the deployment of their CRM system (preparation till roll out) and will discuss the role of training and other enablers to support this transition.
ADB Safegate: Driving a ‘value-based’ commercial transformation
Jean-Luc Devisscher, Marketing and M&A Director
Jean-Luc Devisscher will take you through their commercial transformation journey, which includes:
– The integration of an acquisition.
– A fundamental change in their communication strategy.
– Implementing a value based-pricing strategy.
– Developing and deploying a set of global “value selling” trainings.
Swift: Towards a customer-oriented Go-To-Market (GTM) approach
Anne-Sophie Dockier, Senior Market Analyst
Anne-Sophie Dockier will share how Swift changed its Go-To-Market methods, practices, skills and competences to shift the lenses of the product marketing team towards the customers and their needs.
Etex: Accelerating Sales Excellence
Jan Kerstens, Sales Excellence Leader
Jan Kerstens heading the sales excellence team will share how he was able to create a common approach in EUROPE to sales performance and coaching.
Learn about the keys to successfully:
– Build a Sales Playbook around an aligned sales process and create adoption.
– Get all levels of the sales organization to support and drive the change.
– Become results driven by implementing lagging and more importantly leading indicators that focus on high impact activities.
– Recruit and train sales excellence ambassadors.
– Create clarity of tasks.
– Teach sales managers the importance of sales coaching and how to coach efficiently.
– Align sales and marketing.
How to improve the return on investment of Sales & Marketing platforms?
Insights and results of the Minds&More and Showpad study.
– How to ensure that these platforms accelerate your growth?
– How to rethink your processes?
– How to align marketing and sales along these new processes?
– What roles, competences and organisational structures are required?
18:00 until 19:30
Opening of The Marketer Of The Year 2018
Meet our speakers
Jean-Luc Devisscher, Marketing and M&A Director at ADB Safegate
Jean-Luc Devisscher is a global player in delivering airport performance. He is in charge of Mergers & Acquisitions, Strategic Marketing, Product Communications , Marketing Intelligence, Marketing & Internal Communications, Corporate Social Responsibility, Customer Training and Program Management in Ohio, Minnesota, Sweden and Belgium.
Anne-Sophie Dockier , Senior market analyst at Swift
High performance in Marketing, Product Management and Sales with experience in strategically driving growth for advanced Technology Services. She has also analytical and leading skills to achieve corporate goals with specialties in Mobile, Cloud, Security and Infrastructure Services.
Edwige Baron, Head strategic Accounts at Airplus
Edwige has skills in Market Studies, Business plan, Canvassing for Business, Market Events and mostly to manage and develop a portfolio of global and national accounts.
Joachim Vandermeersch, COO at Rexel
Joachim has successful achievements of business projects; good knowledge of project management methodology (PMI) and capacity to apply it.
He is also a team leader with people management skills and a Business oriented expert with a deep knowledge of the credit insurance sector.
Jan Kerstens, Sales Excellence Leader at Etex
Jan is aligning sales processes and underlying elements globally for the EQUITONE brand and on a European level for the CEDRAL brand. His focus is on sales enablement and growth. Organizing and coordinating sales training accordingly but also coordinating CRM adaption and upgrade.
Niraj Dawar, Professor at Ivey Business School in Canada
Professor Dawar’s is a leading expert on market-based sources of competitive advantage.
He is the author of the recent best-selling book TILT: Shifting Your Strategy From products to Customers, published by Harvard Business Review Press, winner of the Strategy+Business Business Book of the Year Award.
He is the author or co-author of dozens of cases, many of which have won awards from the EFMD and HK Productivity Council.
Niraj Dawar is a regular speaker at conferences and executive meetings.