Bringing Technology to Market
In cooperation with:
- Darden School of Business, University of Virginia
- China Executive Leadership Academy Pudong, Shanghai (CELAP)
- Guanghua School of Management Peking University, Beijing
Sales and marketing processes are increasingly the focus of organizations after years of cost consciousness and efficiency for products and purchasing. The importance of the bottom line within sales has been highlighted, putting pressure on sales executives to systematically screen their current selling approach for higher efficiency standards.
Particulary in technology-based companies, where a single sales pitch may easily be upwards of EUR 100 million in revenue, sales executives take on heightened responsibilities in balancing their dual role, that of performer and leader. Managers need a structured framework, made up of the best tools and techniques available, as well as proven concepts to stimulate and inspire teams, while controlling costs.
This program gives sales executives the crucial tools needed to understand the dynamics of building sustainable partnerships, making services a profitable business, adopting the sales structure to the business strategy, optimizing sales channels, and of measuring and improving sales performance.
Target Audience
Past Participants' Level of Responsibility
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You are a sales and marketing manager in a leading position in an international company and concentrate on international B2B markets for technical systems and services. You may also be an emerging leader with managerial responsibility in the area of sales and marketing or involved in other strongly customer-related activities.
Key Topics
- Turning business strategy into sales strategy
- Building sustainable business partnerships
- Making services a profitable business
- Introducing strategic innovations
- Developing market-based controlling systems
- Negotiating business success
- Optimizing decision-making in conditions of uncertainty and risk
- Managing the sales force
- Identifying and recruiting the right people
- Aligning sales organization to strategy
- Achieving sales excellence through leadership
Take-Home Value
You will return to your company with pertinent tools, insights and views to improve your ability and create the climate necessary to accelerate the performance of your teams. Emphasis on impact learning is particularly high with intense project work debriefed by faculty and leading executives in the field.Meet the Faculty
Olaf Plötner (Program Director)Full biography
Dr. Plötner is Managing Director of ESMT customized solutions. In addition, Dr. Plötner heads the practice group Technology Based Industries and is a guest lecturer in accounting at the Free University Berlin. He brings with him experience as a consultant with The Boston Consulting Group, Director at Siemens AG and, most recently, the Managing Director of IMT Berlin Project. His publications focus on customer relationship management, business management, as well as communication and marketing strategy.
