Digitalization has changed not only how we behave, but also how we buy – regardless if in B2C or B2B. Buyers are becoming increasingly well-informed of our offerings and those of our competitors. How should we in sales react to the situation when buyers contact potential suppliers even later in their buying processes? Are salespeople still needed? How do we manage the buy-sell process in a digital era?
Creating, building and nurturing the online presence of a sales team is part of successful sales and modern customer experience management. To succeed in this, sellers and sales forces need to take a new perspective on things. It's not merely about posting on social media platforms. Digitalization of sales is something more, and it offers us new possibilities to succeed.
During the morning session of the Divia Growth and Sales event on November 24, we discuss and learn about the following topics:
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Overall impact of digitalization to sales and its processes
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Value approach in the era of digitalization
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Co-operation between IT and Sales for success
To support retrieving the answers, we introduce the following keynote speakers:
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Chairman of the Seminar: Petteri Kilpinen, CEO, Rainmaker Ltd
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Paul Viio, Professor of Practice in selling and sales management, Aalto University School of Business
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Manu Raivio, TechEvangelist, Frosmo Ltd
Looking forward to seeing you!
Time: Tuesday 24.11.2015, registration and coffee 8.30 a.m. Program runs from 9.00 a.m. to 12.15 p.m. Venue: Musiikkitalo, Mannerheimintie 13 A, 00100 Helsinki, Finland Organizer: Aalto EE, Divia team contact details
Frequently Asked Questions
What was the Divia Growth and Sales 2015 event?
The Divia Growth and Sales event was a morning seminar held on Tuesday 24 November 2015 at Musiikkitalo in Helsinki, organized by Aalto EE’s Divia team. It discussed the overall impact of digitalization on sales and its processes, the value approach in the era of digitalization, and co-operation between IT and sales. Paul Viio, then Professor of Practice at Aalto University School of Business, was a keynote speaker.
How has digitalization changed B2B buying?
Digitalization has changed not only how people behave but also how they buy, in both B2C and B2B. Buyers are increasingly well informed about suppliers’ offerings and those of their competitors, and they contact potential suppliers later in their buying processes. Succeeding requires sellers and sales forces to take a new perspective, because digitalization of sales means more than posting on social media platforms.
B2B Value Sales Transformation Expert, Keynote Speaker & Corporate Trainer