Let’s talk about the future of B2B sales and the inevitable evolving of consultative selling into true partnerships with buyers.
Let’s talk about the future of B2B sales and the inevitable evolving of consultative selling into true partnerships with buyers.
Today, customers enjoy tremendous access to information, both in B2B and B2C. Despite appearances, it does not mean there is no room for sales and salespeople. Quite the opposite, in the world of information overload, customers find it more and more difficult to make choices. Purchasing processes are becoming easier from a technical perspective, but more challenging and complex in a content-related sense. According to research, the B2B sector sees an increasing number of decision makers, which also makes purchasing processes more difficult.
Sales can be a significant factor in facilitating customer decision-making, so that they achieve their goals and aspirations. However, this will not happen automatically. This requires new competencies of salespeople and new consultative selling models. Uncover the secrets of the next-generation consultative selling that will help you keep winning in the new world of e-commerce!
Régis Lemmens is the founder of Sales Cubes, a consulting firm which helps sales organizations to innovate and co-create value with their customers. He is a professor in Sales and Sales Management and teaches at business schools in Belgium (Antwerp Management School, Solvay Business School), the Netherlands (Tias Business School) and in the UK (Cranfield School of Management). He holds a Masters in Science degree from Southbank University, a Masters in Business Administration from University of Surrey and a Phd from the Aberdeen Business School. He is also a member of the team of experts at Impulse Brussels (the Brussels Enterprise Agency for starting and experienced entrepreneurs) where he serves as coach for startups to help them to develop and implement their commercial strategies.
Lecturer and business practitioner, one of the most experienced strategic consultants in Europe. He is the founder and president of ICAN Institute and also the creator of the "ICAN Management Review" magazine and the co-founder of "MIT Sloan Management Review Polska".
As a propagator of spreading knowledge and continuous development, he initiated many groundbreaking meetings with world authorities in the areas of leadership (including Marshall Goldsmith, Dave Ulrich, Heike Bruch, Daniel L. Shapiro), sales (including Neil Rackham, Andy Zoltners, Jeffrey Gitomer) and innovation (including Andrew McAfee, Hal Gregersen, Alex Osterwalder). He cooperates with the best research and training centers in the world . He is an advocate of the concept of evidence-based management, which is management based only on proven management practices supported by research.
He started his career at Microsoft, where he was responsible for marketing, sales support and the development of partners' competences. Then he created the B2B marketing department at Samsung Electronics Polska from scratch, where he was responsible for the first in Poland and one of the first in Europe implementations of a corporate-class marketing automation system. For several years, he has been running the Grow Consulting consulting company, which helps companies operating in the B2B area in acquiring clients thanks to the use of modern and proven marketing methods. He is the author and co-author of the books: To jest social selling
, ABC Marketingu B2B
, B2B Marketing Essentials
, B2B Marketing, for the Classroom to the Boardroom
and the courses Basics of B2B Marketing Strategy
and #SocialSellingMaster.
Responsible for business and marketing transformation on behalf of clients of Publicis Groupe Poland. Experienced leader and consultant in the field of digital transformation, marketing strategy, innovation, consumer experience, data management. Spokesman on over 200 top-level conferences and training sessions. He had built experience during work in different segments of marketing and digital market: marketing agencies (Mindshare, Zenith, Publicis Media), digital startups (nk.pl), digital professional association (IAB Poland as a board member), top-level business and marketing education and consulting (ICAN Institute). Passionate about accelerating changes in business and marketing landscape.
