Over the past year, many questions have been answered since we last met—yet, new ones have been raised. We started seeing the markets behave differently in the summer. Companies are making moves to integrate acquisitions, unlock value, and invest in the future. On one side, we see cutting-edge AI tools revolutionizing sales, while on the other, organizations are returning to the fundamentals: building sales talent and scaling sound processes.
We can’t wait to discuss these developments, along with the key topics you’ve requested, at this year’s roundtable. Simon-Kucher is proud to hosts this annual roundtable focused on building world-class Sales & Revenue Operations Organizations. Our goal is to address the pressing challenges of today and prepare for tomorrow. Maximizing commercial effectiveness will be a critical area in preparing for 2025 and beyond. This roundtable provides real-time insights into best practices deployed by leading companies striving for growth and more profitably in the current environment.
Key topics to be addressed in this roundtable include:
- Tapping into the new growth through a properly executed TAM/SAM assessment
- Synthesize internal and external data to develop a more aggressive growth plan
- Integrate Voice of the Customer insights to clarify value proposition in addressable markets
- Leverage TAM/SAM to inform your sales strategy and optimize coverage
- Increasing cross-selling with the right tools and tactics
- Develop better account plans to identify diverse buyers and create effective playbooks to pursue opportunities
- Lead customers to more combinations and bundles using optimized packaging and pricing
- Design sales compensation structures to drive focus, accountability and results
- Determining Optimal Spending on Sales & Marketing
- Align budgets with your company’s industry, channels, size, margins, and growth goals
- Break down the cost of farming large existing accounts versus hunting new ones
- Effectively Manage the cost of top sales talent during ramp-up and retention
- Optimizing sales coverage efficiency through better territory design
- Leverage external data to better inform territory potential versus historical revenue
- Utilize advanced territory design tools and involve first- and second-line Sales Managers
- Apply change management principles to minimize disruptions of relationship changes
- Leveraging AI in Sales & Marketing to win more deals
- Identify and qualify higher quality leads with improved targeting and tailored content
- Improve win rates with better sales messages and dynamic pricing strategies
- Identify competitive threats, negotiate better, and optimize contracts
