About the Session
This keynote session articulates the critical levers that drive sustained commercial success, and considers the latest approaches to optimizing go-to-market strategy in business-to-business firms. Topics include salesforce effectiveness as a fundamental pillar, the role of structured sales processes, data-driven decision-making, and trends in performance-driven incentives. By leveraging analytics to enhance lead qualification and customer segmentation, organizations can empower sales teams to engage more effectively and improve conversion rates.
Emerging areas of emphasis in commercial effectiveness include pricing optimization as a key driver of profitability, incorporating dynamic pricing models, value-based pricing strategies, and the importance of aligning pricing structures with buyers’ perceived value. Additionally, channel design –including balancing direct and indirect sales channels – represents a productive area of focus for B2B firms aiming to maximize market coverage and efficiency.
This session includes presentations from multiple practitioner leaders, and panel style discussion.
