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1. Introduction
2. Strategic customer management - the book
3. Agenda
4. Why is sales back on the boardroom agenda? (1)
5. Sales may be the only place you can add value
6. Why is sales back on the boardroom agenda? (2)
7. The changing salesforce role
8. Forces driving the sales organization
9. New customer demands
10. Evolution in business functions
11. Organizational evolution
12. Analyzing changing salesforce roles
13. Imperatives for the strategic sales organization
14. Model for strategic sales organization
15. Identifying strategic issues
16. Market-led strategic change - the book
17. Leadership in strategy
18. The customer portfolio
19. Relationships with large customers
20. How buyers see suppliers
21. Screening the customer portfolio (1)
22. Screening the customer portfolio (2)
23. Intelligence: you are what you know
24. Market sensing capabilities
25. Changing market definitions
26. Understanding market structure and trends
27. Building market pictures
28. Customer oriented SWOT analysis
29. Changing focus in strategic sales
30. Integration
31. Integration and values processes
32. Strategic internal relationships
33. Internal marketing
34. Internal and external marketing processes (1)
35. Internal and external marketing processes (2)
36. Screening customer strategies for problems
37. Infrastructure
38. Sales manager control strategy
39. The dangerous trade off of compensation
40. Inspiration: filling the leadership gap (1)
41. Inspiration: filling the leadership gap (2)
42. Influence: the power to change things (1)
43. Influence: the power to change things (2)
44. Integrity: corporate responsibility and ethics (1)
45. Integrity: corporate responsibility and ethics (2)
46. International: looking beyond boundaries (1)
47. International: looking beyond boundaries (2)
48. Managing the transformation
49. Structuring the transformation
50. Is sales the new marketing? (1)
51. Is sales the new marketing? (2)
52. Quotes relating to the strategy of sales (1)
53. Quotes relating to the strategy of sales (2)
54. Summary
55. Thank you

Topics Covered

• Putting sales back on the boardroom agenda
• Sales may be the only place you can add value
• The changing sales force role
• Forces driving the sales organization
• Evolution in business functions
• Imperatives for the strategic sales organization
• Leadership in strategy
• Screening the customer portfolio
• Intelligence and market sensing capabilities
• Integration and value processes
• Internal marketing
• Sales organization infrastructure
• Inspiration and the leadership gap
• Influence to lead change
• Integrity and customer value
• International sales management issues
• Managing the transformation
• Is sales the new marketing?

Links

Series:

• The Role of Salespeople

Categories:

• Marketing & Sales
• Strategy

Talk Citation

Publication History

• Published on March 31, 2010