Conferences and exhibitions 7.4 2021

28th September 2021 |   Journal Of Sales Transformation

Global Sales Transformation XVI

7 October 2021

Alf Janssen
Alf Janssen

Brought to you by Consalia, Middlesex University, Introhive and Brand Finance, the theme of this year’s GST event is Relationship Capitalisation. A relatively new term, Relationship Capitalisation is described as the process of capitalising the value of client contracts and the network of people and organisations that represent employees’ clients, partners and suppliers. It is explained as the value created and maintained by nurturing and managing good relationships. It is therefore a predictor of the current and future value of (key) accounts and as such can be measured. If the value of relationships is capitalised in an organisation’s balance sheet, the “why do we sell”, the “what do we sell” and the “how do we sell” become important. These questions not only matter to customers but will also matter to other departments such as Finance.

This year’s confirmed guest speakers are: Ryan O’Sullivan, Industry Head, Professional Services at Introhive; Richard Haigh, Managing Director at Brand Finance; Alf Janssen, Sales Director, Strategic Accounts at SAP; and Ofer Zilberman, Senior Director for Business Insights and Productivity at ServiceNow.

Sales Success Summit 2021 – Austin, Texas, USA

11–12 October 2021

National Sales Conference 21 – Win more business in less time

18 November 2021

Hosted by Jenna Davies, the event features contributions from Bernie De Souza, Jim Steele, David Meade, Alex Moyle, Richard Newman, Professor Elizabeth Stokoe and Peter Docker.

Cranfield KAM Forum

Details of webinars are available from: Hayley Brown, KAM Forum Administrator, Centre for Strategic Marketing & Sales, Cranfield School of Management.