Commercial excellence

Commercial Excellence Forum

Win in the market by challenging your customers through insights

How do you design and communicate insights to your customers which create customer value and differentiate you from the competition?

  • November 2017 24
  • Start time
    09:00
    End time
    12:00
  • Price
    Free of charge for members of the Commercial Excellence Forum
    Where
    Implement Consulting Group Strandvejen 56 2900 Hellerup

On Friday 24 November, Implement Consulting Group once again invites the members of the Commercial Excellence Forum to an event of inspiration and discussion with peers.

Research shows that customers typically engage with their suppliers very late in their decision process. Furthermore, we meet more empowered buyers with better access to information across all channels in an often increasingly commoditised and global marketplace. The consequence is increasing focus on price.

The winners in this market are companies that are able and dare to challenge their customers by communicating relevant insights in a way that changes the customers’ perspectives and redefine their decision criteria.

The concept of Challenger Sales has been adopted by many organisations, but merely by teaching the sales force about the sales approach. In far too many organisations, there is a misalignment between Sales and Marketing, and still many companies are faced with the challenge of not having proper insights that can ignite changed customer conversation.

However, we also experience that;

Most companies have relevant insights which are valuable for their customers – but only very few are able to commercialise these insights and communicate these across channels in a way that creates value for their customers and differentiates them from the competition”.

At Implement Consulting Group, we work with companies that face these challenges every day.

Line Helmark, Group Communication Manager at Rockfon, will explain how Rockfon has fundamentally changed their dialogue with specifiers and customers by using insights to challenge their customers and thereby change the decision criteria of the specifiers and customers in a very mature and conservative market. Furthermore, Line will elaborate on the challenge of increasing the collaboration between Marketing and Sales and building a customer-centric organisation.

We will introduce you to practical tools and methods for building and communicating insights and how to ensure that your insights are linked to your value propositions.

We are looking forward to inspiring you and discussing the typical challenges and pitfalls in design and communication of insights:

  • Why is communication of insights one of the strongest levers of growth within Sales?
  • What characterises strong insights?
  • How do you design relevant insights across channels?
  • How do you communicate your insights across channels and use these to challenge the customers?
  • How do you engage the organisation and create a commercial mindset across Sales & Marketing?
  • Programme

    08:30: Doors open, light breakfast, coffee and tea

    09:00: Welcome and introduction

    09:05: Insights as a lever to growth

    How can you win in the market by challenging your customers through insights, and how can you develop excellent insights?

    Implement Consulting Group will share their findings and cases within this area

    09:30: Case: Rockfon – Insight selling

    Line Helmark, Group Communication Manager at Rockfon, will explain how Rockfon works with insights and will share her experiences on how to challenge specifiers and customers in a highly competitive market. Moreover, Line will address the internal challenge of sales and marketing alignment

    10:15: Short break and networking

    10:30: How do we change conversations with our customers – the implementation challenge?

    What are the key elements in changing behaviour within both Sales and Marketing? Implement Consulting Group will share their
    experiences with implementation of new ways of working across the commercial organisation

    11:15: Summing up the Commercial Excellence Forum event

    11:30: Networking and light lunch

    12:00: End of programme

  • Practical information

    Time

    Copenhagen: Friday 24 November at 09:00-12:00
    (breakfast at 08:30)

    Place

    Implement Consulting Group
    Strandvejen 56,
    2900 Hellerup

    Price

    Free of charge for members of the Commercial Excellence Forum.

    Contact

    If you have any questions about the event, you are welcome to contact:

    René Birk Jensen, +45 2338 0037, rbj@implement.dk or Anders Rehfeld, +45 4138 0092, are@implement.dk

Register for the event