A new need has arisen for a flexible, multi-channel, efficient and customer-centric sales organisation; COVID has driven us all to accelerate towards a much more efficient and effective model of engaging with our customers.
Pandemic restrictions forced many companies to start selling online. Sales visits were simply not possible. Also, sales through traditional customer outreach channels that required physical presence either ceased altogether or were severely curtailed. Companies and salespeople had to adapt to this situation, but what emerges from rapid adaptation is usually far from ideal. What should an effective hybrid sales model look like? Most studies of customer behaviour tell us that we will not simply return to what was happening prior to the pandemic. Hence the need for every company to develop a new way of selling that matches the new ways of buying.
Rodolfo is Managing Principal for ZS’ Priority Industries and global Private Equity lead, with a focus on Commercial Strategy & Transformation. Rodolfo leads clients through complex initiatives focused on delivering impact where it matters most. With 25+ years of professional experience in finance, operations and consulting, Rodolfo has been advising the world's premier companies over the past decade, and has first-hand operating and sales experience. His expertise is in B2B sales and marketing strategy and effectiveness, with a focus on large-scale commercial transformations relating to go-to-market strategy, merger integration, sales and marketing effectiveness, and pricing optimization. .
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 has almost 20 years of experience in the IT industry, gained in various positions in the area of finance, business operations, and above all, sales and distribution in such companies as HP, CA, VMware, and recently also in Citrix. He has managed and transformed organizations across the EMEA as well as in the DACH and Emerging Markets regions, including Russia / CIS, Eastern Europe, MENA and Africa. One of his main competences is to lead international organizations in high growth regions.
She is an experienced lecturer, trainer, public speaker, moderator and participant in panel discussions, consultant and expert on innovation and competitive strategy, as well as a person conducting conferences, congresses and workshops, both in Poland and abroad. She gained professional experience in Poland, Central Europe, emerging markets and the Silicon Valley in California. Previously, she was the CEE market development director within the Internet Business Solutions Group (IBSG) at Cisco Systems, and a co-founder of Internet Technologies Polska. She designed and implemented the e-business model and planned a marketing and sales strategy for Dell Computer Poland, she co-created the marketing and communication strategy at Nokia.
A Meaning Maker®, an international trainer, an MBA lecturer. In the last 9 years he ran 300 sessions in 21 countries, helping hundreds to present effectively in key mome3nts. Former UPS Sales Trainer in Europe, consultant to international training organizations from UK and US, MBA lecturer and creator of the Meaning-Making method in presenting. Born in Wroclaw, lives in Warsaw. Travels everywhere.
Advisor in the field of digital transformation with international experience in selling the digital products and services, provided by Polish and international technology corporations. Passionate about digital transformation with deep understanding of technology and high communication skills, enthusiast of remote and hybrid work model, with extensive experience and daily practice in virtual sales on Microsoft 365 and Teams.