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SESSION 4 | October 20th, 2021

Scalable selling: the key to business growth and scalability

Turning marketing and sales departments into a machine that drives business growth and development: the latest models and practices

Mark Roberge  - SPECIAL GUEST

The world of sales and marketing has been utterly transformed by new technologies and business models. And yet, market entry strategies have not kept up. The internet has empowered the buyer and changed the role of the seller. Subscription has shifted the focus of marketing teams from customer contract value to customer lifetime value.

Mark Roberge

Harvard Business School

Session description

A business can come with excellent products, services, and scalable operational processes and yet its growth can stop. You cannot grow a business without scalable processes for generating sales opportunities. This was called prospecting in traditional sales models, and most salespeople to this day hate the activities involved in acquiring sales leads. The acquisition of sales opportunities through content marketing has been one option. This model, however, has severe limitations and is not able to generate an increasing number of opportunities at an acceptable cost, and also causes conflicts between marketing and the sales departments. The new model for generating and winning sales opportunities relies on the strong integration of the two departments as well as on using new technologies and social media.

This session will help you learn:

What are the usual business development phases and when does a sales barrier appear?
To what extent is the growth barrier the result of internal vs. external factors? And what can you do about it?
What is the difference between the growth strategies of a business with a short list of existing and prospective clients and the one with many new sales opportunities?
What are the new growth management concepts and what do they mean for sales and marketing?
Why does hiring additional salespeople practically never lead to a proportional increase in sales?
How should the new relationship between marketing and sales departments translate into organisational solutions within the business?

Stay ahead of trends, increase sales, be a step ahead of the competition!

Session 4: Scalable selling

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Mark Roberge - Gość specjalny

Mark Roberge SPECIAL GUEST

Senior Lecturer, Harvard Business School

Mark Roberge is a Senior Lecturer in the Entrepreneurial Management Unit at the Harvard Business School. He teaches Entrepreneurial Sales and Marketing in the second-year MBA program in the Fall term and The Entrepreneurial Manager and Startup Bootcamp in the first-year MBA program in the Spring and Winter terms. Prior to HBS, Mark served as SVP of Global Sales and Services at HubSpot (NYSE: HUBS) where he scaled annualized revenue from $0 to $100 million and expanded his team from 1 to 450 employees. Mark was ranked #19 in Forbes' Top 30 Social Sellers in the World. He was also awarded the 2010 Salesperson of the Year at the MIT Sales Conference. Mark is active with a number of startups as a board of director’s member, advisory board member, and investor. Mark is the author of the bestselling book The Sales Acceleration Formula: Using Data, Technology, and Inbound Selling to go from $0 to $100 Million.

Witold Jankowski

Witold Jankowski

President of the Board, ICAN Institute

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.

Dariusz Borowski

Dariusz Borowski

Partner, Business Edge

For 20 years, he has been working in b2b marketing in three perspectives: marketer (industrial and consulting companies), business medium (Harvard Business Review Polska) and b2b marketing agency. Focused on the implementation of marketing activities leading to b2b sales. Recently, he has been running the podcast The Power of B2B Marketing.

Krzysztof Jonak

Krzysztof Jonak

Sales Director, EMEA region, Intel

He has been associated with Intel for 18 years. He started as a Key Account Manager, responsible for cooperation with Internet and telecommunications companies in Poland, Romania and Hungary. For many years he was responsible for the development of the distribution market and marketing activities, as well as he managed Intel's operations in Poland and the countries of the Central and Eastern Europe region. Currently, he joined the EMEA structures, where as EMEA Territory Billings Accounts Director he manages the team responsible for Intel's business contacts with local clients in Europe, the Middle East and Africa. Commitment covers all aspects of Intel's business, including solutions in the client hardware, data center, and Internet of Things segments. Krzysztof has extensive knowledge of the IT industry and its specifics in various countries, he is able to effectively manage a team and coordinate Intel activities in many markets.

Conference programme

09:00 - 10:00
Networking
10:00 - 10:05
Start the conference
10:05 - 11:05
Witold Jankowski
Sales Director, EMEA region, Intel
Sales and company development strategies: when sales becomes a barrier and how to make sales a tool for accelerating growth
11:05 - 11:25
Q&A session
11:25 - 11:30
Studio
11:30 - 12:30
Mark Roberge
Mark Roberge
Building organizations and sales processes supporting the company's development in modern markets
12:30 - 13:00
Break
13:00 - 13:30
Dariusz Borowski
Dariusz Borowski
Social selling as a tool for creating a scalable sales model
13:30 - 13:45
Q&A session
13:45 - 13:50
Studio
13:50 - 14:20
Krzysztof Jonak, Dyrektor Sprzedaży w regionie EMEA, Intel
Krzysztof Jonak
Technology and scalable sales: new opportunities and strategies
14:20 - 14:35
Q&A session
14:40 - 15:10
Q&A session with Mark Roberge
15:10 - 15:30
Summary and end of the conference

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