Podcasts about commercial excellence

This podcast episode features a discussion between Jeff Pilch from IQVIA and Sanjay Mistry from Molnlycke. Together, they explore the journey of how their companies collaborated to solve a significant business problem related to customer master data management (MDM). Sanjay explains the challenges Molnlycke faced in defining and managing customer data across different units, which hindered their ability to perform basic analytics and customer segmentation. Jeff and Sanjay then discussed the solutions proposed by IQVIA, emphasizing a practical, incremental approach to implementing MDM and data governance, which helped Molnlycke achieve better data management and business efficiency.Featured Speakers:Jeff Pilch - MDM Practice Lead, IQVIA Sanjay Mistry - Director Data Operations, Commercial Excellence at Molnlycke

Der Wettbewerb unter Einzelhändlern in Europa nimmt zu, weshalb Konsumgüterhersteller ihre Commercial-Excellence-Fähigkeiten verbessern müssen. Wie können Unternehmen ihre Produktportfolios optimieren und profitabler gestalten? Wie lassen sich Vertriebskanäle optimieren? Diese Fragen beantwortet unser Partner René Schmutzler in der neuen Ausgabe des Tomorrow-Podcasts. Dabei spricht er über auch über Best Practices zur Verbesserung der Vertriebsmodelle und zur Steigerung des Umsatzwachstums. See www.mckinsey.com/privacy-policy for privacy information

Episode Highlight: On this episode of the "Embracing Only" podcast, we delve into the power of networking, financial planning, and how to say no with Tamara Sniffen, an authentic, high-energy, and highly accomplished executive with a remarkable track record of resolving complex challenges to drive growth. Discover why being curious is so important and why feedback is a gift. Tamara's personal brand is rooted in a unique blend of operation optimization, organizational governance, financial expertise, culture change, and strategic vision. She is the VP of Commercial Excellence at Stryker and as the president of Stryker's Women's Network, she's championed company-wide policy changes and diversity training and cultivated an inclusive work environment. Key Discussion Points:03:29 Career Advice for Middle Management: To move from middle management to a more executive role, focus on building your network.05:20 How to Build Your Network: Acknowledge when people offer to help and mentor you and take advantage of those offers.11:02 The Gift of Feedback: Many women have perfectionistic tendencies and may fear feedback but feedback is a gift that can help you grow. 18:12 Operating from Authenticity: The key to figuring out what authenticity means to you is asking yourself what you value the most.25:07 Getting Paid for Your Worth: Get curious. Speak to your HR partner about what the pay range for your role is, where you fall in that range, and if there is room to negotiate.31:52 Financial Planning: Getting clear on your financial goals will not only help you to prioritize where you spend your money, but it will also help you in your negotiations at work.35:12 Saying No: If you say yes to every opportunity you will not be able to show up in all areas of your life in the way you want to. To make saying no easier, offer a solution with it. In Summary: Tamara Sniffen encourages us to take advantage of mentorship and networking opportunities and to pay attention to the feedback we receive. She challenges us to get curious and to understand our values as those will guide all other aspects of our lives.Resources from this episode:Follow Tamara on Linkedin.Ready to make a change?→ If you are struggling to navigate your corporate career but are ambitious and have goals you want to accomplish quickly, Olivia is the coach for you. She can help you reach your goals. Reach out to her on LinkedIn or visit oliviacream.com.→ If you are ready to leave corporate or you want to start a profitable side brilliance but you're unsure of the next steps, Archita can guide you through a successful transition to entrepreneurship. Reach out to her on LinkedIn or visit architafritz.comConnect with your hosts:Follow Archita on Linkedin or check out her website.Follow Olivia on Linkedin or check out her websiteReady to make a change?→ Struggling with your corporate career but have big goals? Reach out to Olivia on LinkedIn or visit oliviacream.com.→ Ready to leave corporate or start a side venture? Archita can guide your next steps.Reach out to her on LinkedIn or visit architafritz.com.

Show Notes: Jim Ettamarna, a renowned expert in commercial excellence, defines it as incorporating commercial efficacy and efficiency. He believes that there are two key branches to drive down in this area, and it holds tremendous potential for clients and organizations. Jim's framework for commercial excellence is value creation, which involves understanding market demand, go-to- market models, market growth, and demand trends with a focus on each specific industry. A Six Sigma Lean Framework Jim uses a lean framework, starting with Six Sigma, to standardize the right work and ensure associates and employees are conducting the right activities and behaviors. He also emphasizes the importance of systems in psychology in commercial results, as it helps design standardized systems for onboarding talent, enhancing team engagement, and engaging with customers. In sales, motivation is crucial, and the human element of having a team is essential. However, dealing with complex buying processes can be challenging, so it is essential to tune processes and approaches to the specific needs of the customers. A Go-to-market Model The go-to-market model is a linkage between strategy and execution and commercial excellence. It should be tuned for the company's strategy and the strategic context. For example, a $300 million middle market private equity-backed company serving the Durable Medical Equipment market that sold to 5,000 independent organizations and specialty retailers. The company had to strategically think through market growth, accounts to capture, and the buying cycle for customers. To drive efficiency and effectiveness, the company had a set of building blocks, including an online component, independent sales reps, an inside sales team, and specialty sales people. The strategy piece involved determining what would drive value, growth, renewals, base volumes, and pricing. The go-to-market model was designed around these building blocks, and commercial excellence was driven by optimizing these aspects. Components of Commercial Excellence Jim discusses the importance of breaking down commercial excellence into various components, including channels, sales operations, content, and management systems. He emphasizes the need for segmentation at the top level to understand what will drive value and optimize the go-to-market model for the business. Within this model, he suggests ways to optimize each element, such as sales enablement, which includes training, scripts, and engagement strategies. He also emphasizes the importance of benchmarking and understanding the nuances of sales teams. He shares an example of a furniture retailer where he worked with 2500 full-time employees and 1000 part-time employees. The performance of the company was analyzed using Pareto curves, but some outliers were more successful than averages. To replicate these outliers, he spent time in the field with the best sellers and identified their backgrounds and profiles. He also highlights the importance of identifying B+ and A minus players and setting them as standards. The A plus players are often unique individuals that can be difficult to replicate, but they can still learn from them. Segmentation is crucial in understanding customer nuances. Value Mapping and Needs-based Segmentation In the past, value mapping and needs-based segmentation were crucial for designing sales teams and engaging with customers. This was particularly important when selling software into hospital systems, where hospitals may make localized decisions or have a system or GPO that drives these decisions. The CIO or clinical or nursing professional may specify the solution, and the CIO and finance will negotiate it. Jim cites a case where a big client involved segmenting the market and designing selling approaches based on how customers operated and how they bought. This involved investing in customer success research, conducting field interviews, and conducting surveys to understand their usage of the product. The consultant rolled out five archetypes and profiles for four segments, which were then rolled into product development and product teams. Different teams focused on different segments, such as geographic, size, SMB, or enterprise, and focusing on needs-based and purchasing behavior-based segmentation. The go-to-market model was designed around these archetypes, with territory design considering geographic, size, SMB, or enterprise boundaries. There is no right or wrong answer to this, but it is essential to consider these factors when designing the go-to-market model. This approach helps to understand the value in use and what drives value for customers. Diagnostics and Metrics The conversation turns to commercial excellence in organizations, particularly in B2B industrial or SaaS sectors. Jim emphasizes the need for a diagnostic assessment to understand opportunities and challenges. A diagnostic should focus on input and output metrics, such as sales reps' success, territories, and numbers. He suggests that data from sales operations and rev ops can be used to conduct quick diagnostics. Additionally, examining spreads and distributions to identify right spots and dark spots, which are indicators of opportunities and challenges. For example, he could work with a labeling client and identify bright spots where individuals were selling unique markets and promoting innovative products. These best practices could be disseminated among the team. A diagnostic should involve analytics, cost, interviews with sales people, and customer visits to gather customer feedback. The goal is to identify three to five things that can be done to achieve commercial excellence. Jim also offers tips on how to work with the sales department.  The Role of a Sales Playbook in Commercial Excellence Jim talks about the importance of rolling out a sales playbook and its role in commercial excellence. He shares an example of a software company that he helped develop a sales playbook for, which focused on making standard work and minimizing waste. The company had three different sales processes, and they trained employees on territory management, account management, and prospecting. They created a set of 10 difference makers based on actual activities performed by the best people, which were rolled out in a fun, gamified way to encourage adoption and recognition. Some of the key difference markers included prospecting, owning territory, and using Salesforce to drive compliance.  Metrics to Monitor in Sales Jim mentions the importance of having the right input and output metrics, such as the number of meaningful meetings and demonstrations per week, to ensure the right outbound results. By tracking these metrics, the sales team can make necessary adjustments to improve their performance and drive more profitable deals. To drive results in sales, Jim highlights metrics such as deal size, velocity, win rates, attachment, cross, sell, and upsell. He also emphasizes the importance of driving customer success and retention. He mentions that, in one case, key initiatives were displayed at the office, allowing for a competitive dynamic. The metrics were then distilled down to the board, with some metrics for frontline commercial team members and others for the board pack. The goal was to turn the dial on sales enablement, resulting in better win rates and accelerated funnel velocity. Jim also highlights the importance of gamification, making it fun, and rewards to encourage employees to work harder and drive competitive juices.  Timestamps: 01:32: Value Creation Framework  04:18: Go-to-Market Model  07:24: Tangible Elements of Commercial Excellence  11:10: Segmentation and Customer Nuances 14:18: Practical Segmentation Approach  18:18: Diagnostic Approach to Commercial Excellence  24:04: Sales Playbook and Metrics  29:50: Customer Success and Competitive Dynamics Links: Company website: https://www.suttongrowth.com/ LinkedIn: https://linkedin.com/in/jimettamarna   Unleashed is produced by Umbrex, which has a mission of connecting independent management consultants with one another, creating opportunities for members to meet, build relationships, and share lessons learned. Learn more at www.umbrex.com.  

Kristoffer Cedfors från Verdane, gästar podden Framtidens E-Handel och pratar om multikanalstrategier för e-handlare. Kristoffer var tidigare med i avsnitt 13509:00 - Hur funkar ett företag som Verdane egentligen? 13:15 - Varför är retail så trögt just nu?16:10 - Vikten av en multikanalstrategi23:00 - Vad händer när ett brand expanderar och blir butik? 28:20 - Hur ska ma tänka kring whole sale strategier för d2c brand? 43:45 - Och hur ska man tänka kring marknadsplatser? 50:40 - Tankar kring att ha en egen fysisk butik som varumärke 58:50 - Om vikten att våga ta riskerHär hittar du Kristoffer & Verdane:https://www.linkedin.com/in/kristoffer-cedfors-0842622b/ https://verdane.com/ Följ Björn på LinkedIn:https://www.linkedin.com/in/bjornspenger/ Följ Framtidens E-handel på LinkedIn:https://www.linkedin.com/company/framtidens-e-handel/ Besök vår hemsida, YouTube & Instagram:https://www.framtidensehandel.se/ https://www.instagram.com/framtidens.ehandel/ https://www.youtube.com/channel/UCEYywBFgOr34TN8NtXeL5HQSponsor:https://www.juni.co/ Poddproducent och klippare Michaela Dorch & Videoproducent Fredrik Ankarsköld:https://www.linkedin.com/in/michaela-dorch/ https://www.linkedin.com/in/ankarskold/ Tusen tack för att du lyssnar!Support till showen http://supporter.acast.com/framtidens-e-handel. Hosted on Acast. See acast.com/privacy for more information.

Combining AI systems with human intuition can give your team a competitive advantage. This week, we're back with Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. We dive into the fascinating world of conversational intelligence and AI, discussing how these technologies can revolutionize sales, customer support, and human relationships. We also touch on the importance of behavioral change in sales and the role of AI in enhancing and personalizing human interactions. As the market continues to shift, businesses must adapt and integrate these new technologies to stay ahead. Follow the Host on LinkedIn: Howard Brown (CEO, Revenue.io) And our Special Guest: Tim Hudson (Chief Commercial Officer, TE Connectivity) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast

Jerry Hughes is the Director of Commercial Excellence at American Securities, a leading private equity firm in the U.S. with $27 billion in committed capital. With typical equity investment ranging from $300-700 million, Jerry has the exciting remit of scaling sizeable industry players and capturing market share. With a career that's revolved around the persistent pursuit of growth, Jerry has the tested ideas and tools that strengthen sales and marketing capabilities – and achieve business results. On this episode of the Brilliant People Podcast, Linnea Jungnelius, Global Head of Marketing & Strategy at Acertitude, was priviledged to sit down with Jerry to share some of those with you. The show also covers the American Securities approach to value creation, Jerry's views on the big value unlock of AI in sales, and what inspires him to work and live life to the fullest.

In dieser "Pricing Friends"-Folge haben wir unseren neuen hy-Partner Frank Gehrig zu Gast. Frank ist Experte für Commercial Excellence und seit Anfang September 2024 bei hy, wo er gemeinsam mit Pricing Friends Host Dr. Sebastian Voigt das Team anleitet und Kunden aus dem Versicherungs- und Finanzsektor betreut. Frank erklärt, warum Versicherungen oft als ein Thema gelten, mit dem sich „niemand gerne beschäftigt“, und wie Versicherer ihre Strategien anpassen müssen, um die verschiedenen Bedürfnisse der Kunden - vom Muss-Bedarf bis zum Kann-Bedarf - zu bedienen. Frank bringt eine humorvolle Perspektive in die oft trockene Versicherungsbranche ein und erklärt: „Ich nenne es ‘Tante statt TikTok' – wenn es um Versicherungen geht, fragen die Leute immer noch lieber die Verwandtschaft als online nachzuschauen.“ Zudem beleuchtet er, wie Technologien wie Künstliche Intelligenz helfen, Prozesse zu optimieren und personalisierte Angebote zu gestalten, und teilt seine Erfahrungen bei der Einführung innovativer Versicherungsmodelle. Wer neugierig auf Frank ist und erfahren möchte, wie man in der Versicherungswelt wirklich die besten Preise erzielt, sollte diese Folge nicht verpassen! Über den Gast: Frank Gehrig ist ein erfahrener Experte für Commercial Excellence und Pricing in der Versicherungsbranche. Nach seinem BWL-Studium in Nürnberg und Straßburg begann er 2010 seine Karriere bei Simon-Kucher, wo er sich bis zum Partner in der Global Insurance Practice hocharbeitete und internationale Kunden in über 20 Ländern betreute. Neben der Entwicklung von Go-to-Market-Strategien und der Optimierung von Preisstrukturen nahm er sich Anfang 2023 eine Auszeit, um persönliche Projekte zu verfolgen – darunter das Schreiben eines Romans. Seit September 2024 arbeitet Frank bei hy, wo er gemeinsam mit Dr. Sebastian Voigt das Pricing-Team anleitet und Kunden aus dem Versicherungs- und Finanzsektor betreut.

It's almost time for dinner, but today's conversation might just get you reaching out for that bag of chocolates or snacks right before meal time.  That's because we're speaking to one of the largest players in the global snacking industry today – Mondelez International.  Mondelez International is a relatively young company founded in 2012, but its history goes way back. The company emerged when the then-Kraft Foods was split into two companies to separate its North American grocery business with the remaining of the company.  The North American grocery was called Kraft Foods Group, while the remainder of Kraft Foods was renamed into Mondelez International in October 2012, with a focus on snacks and confectionery.  Mondelez International holds some of the most iconic snack brands that we know today, including iconic US$1 billion dollar global brands such as Oreo, Toblerone and Cadbury, as well as other well-known local jewels such as 7Days and Alpen Gold.  As for the money – its  2023 net revenues came in at approximately US$36 billion.  But what was the rationale behind the spinoff? How would the firm assess the success of the spinoff of Kraft Foods Group and the rebranding into Mondelez international thus far?  Meanwhile, Mondelez International had in July this year missed expectations for second quarter revenue as consumers tighten their purse strings amid high inflation. But how would the firm assess its most recent performance? Which are the key markets and categories driving growth and what are the opportunities ahead? Speaking of markets, Mondelez International is reportedly said to expand its presence in China by introducing a wider range of cake-related products. It also said in May 2024 that it will invest over US$5 million in a Regional Biscuit and Baked Snacks Lab and Innovation Kitchen in Singapore. But what can we expect on both fronts? On Under the Radar, The Evening Runway's finance presenter Chua Tian Tian posed these questions to Tomás Centeno, Vice President of Strategy and Commercial Excellence, Asia Pacific, Middle East & Africa (AMEA), Mondelēz International.See omnystudio.com/listener for privacy information.

About the Guest Greg Hastings serves as the Senior Director of Commercial Excellence & Business Development at Neogen. In this role, he oversees Neogen's Animal Safety R&D and Data Analytics teams. Greg is a passionate advocate for animal agriculture and actively engages in evaluating and contributing to the development of new technologies and services that […]

I detta avsnitt pratar Björn om global expansion med Sofia Lind Andersson - VD på Malina & Soft Goat, Johanna von Sydow - VD på Equestrian Stockholm, Elvira Eriksson - grundare & VD på Mockberg och Kristoffer Cedfors - Commercial Excellence Expert på Verdane.4:30 min - Hur pass viktig är den svenska marknaden?7:30 min - Vad finns det för risker med att expandera globalt?8:15 min - Playbook för HUR man expanderar globalt.11:15 min - Vilka KPIer ska man fokusera på?13:15 min - Och hur hårt ska man satsa?17 min - Hur använder de ChatGPT?19:45 min - Hur ser de på Amazon?23 min - Vilken roll har den fysiska handeln i en global expansion?29 min - Stora misstag som begåttsHär hittar du Sofia, Johanna, Elvira & Kristoffer:https://www.linkedin.com/in/sofia-lind-andersson-38643311/ https://www.linkedin.com/in/johanna-von-sydow-3250b128/ https://www.linkedin.com/in/elviraeriksson/?originalSubdomain=se https://www.linkedin.com/in/kristoffer-cedfors-0842622b/ Följ Björn på LinkedIn:https://www.linkedin.com/in/bjornspenger/ Följ Framtidens E-handel på LinkedIn:https://www.linkedin.com/company/framtidens-e-handel/ Besök vår hemsida, YouTube & Instagram:https://www.framtidensehandel.se/ https://www.instagram.com/framtidens.ehandel/ https://www.youtube.com/channel/UCEYywBFgOr34TN8NtXeL5HQSponsor:https://www.qliro.com/sv-se/foretag/nyheter/hur-vaxer-man-sin-e-handel-pa-nya-marknader https://www.qliro.com/sv-se/foretag/betalmetoder/trustly/Poddproducent Michaela Dorch:https://www.linkedin.com/in/michaela-dorch/ Tusen tack för att du lyssnar!Support till showen http://supporter.acast.com/framtidens-e-handel. Hosted on Acast. See acast.com/privacy for more information.

Daniel Perry is an energized revenue leader who, time and again, has been the driving force for scaling companies and delivering successful exits. The challenges he tackles are as varied as his approaches to solving them, whether collaborating with portfolio companies to dramatically scale their productivity, provide capacity to their go-to market teams, or help accelerate revenue growth.

Domino's and Asahi are both using Mutinex's GrowthOS platform to make very different media investment decisions, faster, in a fluid market. Both have buy-in across the business after unlocking the impact of media investment on sales. Both are now taking the platform beyond media and into decisions around seasonality, pricing and planning. “It's not just a marketing tool, it's a finance tool, ultimately supporting you how to maximise your investment across the portfolio,” says Jemma Downey, Group GM of Commercial Excellence at Asahi. “We definitely have an intention of looking at how we can ingest the data from our trade promotion and our trade optimisation tools to look at price elasticity.” Asahi has been using the GrowthOS platform for four years. Over that time it has “significantly changed” its channel allocation, per Downey, with the ROI data accelerating its shift from TV to digital video while answering questions around the effectiveness of social channels. “Social delivers the highest ROI on average across the board,” she says. Asahi is now also “far more fluid” with its investment approach. Domino's Group Digital Strategy Manager, Blake Rand, likewise has executive buy-in with the pizza giant also using the platform beyond media and into pricing decisions. In terms of media channel allocation, GrowthOS has also thrown up some interesting insight – like the power of old-school flyers through letterboxes. Easy to see as “antiquated”, says Rand, “but we're still seeing a really high commercial impact from that investment”. Both Rand and Downey are moving towards predictive media budget and channel allocation. Mutinex CEO Henry Innis thinks that development will further underline the platform's credentials – because brands can save Mutinex's forecasts. “Anybody in the business of predictive analytics who doesn't give you the functionality to save those predictions so you can hold them to account,” per Innis, “is probably lying about how predictive their model is.”See omnystudio.com/listener for privacy information.

Jemma Downey is Group Head of Commercial Excellence at Asahi Beverages, before which she developed a wide-ranging career spanning agencies, marketing and commercial roles in numerous international markets.  Amongst other things, Ellie and Jemma discuss the transition to a commercial role from agency land, the ever-changing requirements of the in-house agency team and how to get the best out of them, the importance of KISS to any team trying to understand marketing effectiveness in a commercial context; and (in a first for Managing Marketing) Jemma's stint working in the Bermuda market!  Listen on Apple: https://podcasts.apple.com/au/podcast/managing-marketing/id1018735190  Listen on Spotify: https://open.spotify.com/show/75mJ4Gt6MWzFWvmd3A64XW?si=a3b63c66ab6e4934  Listen on Google: https://podcasts.google.com/feed/aHR0cHM6Ly9mZWVkcy5zb3VuZGNsb3VkLmNvbS91c2Vycy9zb3VuZGNsb3VkOnVzZXJzOjE2MTQ0MjA2NC9zb3VuZHMucnNz  Listen on Stitcher: https://www.stitcher.com/show/managing-marketing  Listen on Podbean: https://managingmarketing.podbean.com/  For more episodes of TrinityP3's Managing Marketing podcast, visit https://www.trinityp3.com/managing-marketing-podcasts/  Recorded live on Zoom H4n and edited, mixed and managed by JML Audio with thanks to Jared Lattouf.

In this episode of the RevOps Recruiters podcast, David and Adam welcome Dan Perry, the Director of Sales and Commercial Excellence at Parthenon, a leading private equity firm. Dan brings a wealth of experience in sales and marketing, spanning over three decades with a significant focus on private equity for the last six years. His expertise lies in driving sales effectiveness and helping companies grow, making him a valuable resource for organizations aiming to enhance their commercial performance.Private equity-backed companies face unique challenges and goals, often different from other companies. As such, go-to-market leaders in PE backed companies should be focused on this one thing... increasing the valuation of the company. Dan shares how GTM leaders must think strategically to enhance company value and align with the financial goals of their PE investors.Further, this episode discusses the strategic role of Revenue Operations in private equity settings, where optimizing data accuracy, defining KPIs, and aligning operational processes are essential. Explore the dynamic relationship between go-to-market leaders and RevOps leaders in driving revenue growth and achieving success.RevSearch - https://revsearch.io/LinkedIn - https://www.linkedin.com/company/revsearch-revops-recruiting/

Post-hospital discharge, Bill Fitzpatrick adjusts to living with heart disease as he resumes working and trying to maintain a normal life.However, Fitzpatrick's return to the office is littered with obstacles like a second COVID-19 diagnosis and the passing of his uncle.Still, Fitzpatrick perseveres in the face of adversity and ultimately is honored at the 69th Neal Awards with the Best Podcast award and is internally recognized at the 2023 MM+M Awards for Commercial Excellence.Ajay J. Kirtane, MD, SM, the director of Columbia Interventional Cardiovascular Care at NewYork-Presbyterian/Columbia University Irving Medical Center, talks about the importance of medications for treating heart disease as well as the fear patients live with.Dr. Suzanne Steinbaum, a preventative cardiologist, spokesperson for Go Red for Women initiative through the American Heart Association and founder of Adesso, a heart prevention and wellness program for women, emphasizes the importance of exercise as a way to combat heart disease on a daily basis.Dr. Rohit Vuppuluri, a cardiologist based in Chicago, underscores the impact COVID-19 can have on the cardiovascular system. Chen Fang, PharmD, RPh, clinical strategist, team lead and manager at Cardiology Advisor, walks the audience through the experience for a patient living with heart disease after their emergency care is through.MM+M, in conjunction with Cardiology Advisor, presents Me and My Heart, a special four-part podcast series delving into Fitzpatrick's turbulent patient journey, the persistence of heart disease and issues surrounding access to care in America. Check us out at: mmm-online.com Follow us: YouTube: @MMM-onlineTikTok: @MMMnewsInstagram: @MMMnewsonlineTwitter/X: @MMMnewsLinkedIn: MM+M To read more of the most timely, balanced and original reporting in medical marketing, subscribe here.

In this episode of The Marketing Consultation, we have the pleasure of hosting Mike Roby, a seasoned professional with a rich history in the MedTech industry.  Mike's story begins in the north of the UK, where he grew up in a hardworking environment. His father, a coal miner, instilled in him the values of perseverance and determination. These early life lessons have been the bedrock of Mike's approach to challenges, both in his personal and professional life. He speaks fondly of his upbringing, emphasizing the importance of a balanced positivity, a value he carries with him to this day. As he delves into his professional journey, Mike recounts his transition from being a sales representative to taking on marketing and corporate roles at Medtronic, including a sabbatical year, supported by his then-manager Annette Brüls. Mike's move to BD (Becton, Dickinson and Company) marked a new chapter in his career. While he initially perceived similarities between Medtronic and BD, he soon realized the vastness and diversity of BD's product portfolio. From catheters and syringes to multimillion-dollar capital equipment, BD's expansive range presented Mike with new challenges and learning opportunities. A significant part of the conversation revolves around Mike's leadership style. He emphasizes the importance of understanding team dynamics and ensuring a balance of skills and personalities. Mike champions the concept of servant leadership, where the focus is on supporting and empowering team members to achieve their best. Mike also touches upon the evolving landscape of MedTech marketing. He highlights the importance of understanding the customer, evolving sales strategies, and ensuring impeccable after-sales service. The emergence of e-commerce and the shift towards an omnichannel approach are trends Mike identifies as game-changers in the industry. Throughout the episode, Mike's humility and passion shine through. His anecdotes, ranging from personal travels to Cambodia to witnessing deep brain stimulation surgeries, offer listeners a profound insight into what shapes his worldview. His emphasis on gratitude, especially for good health and basic amenities, is a recurring theme. Please do not hesitate to share your feedback with us on our LinkedIn or Instagram pages and to give us a rating on iTunes. This is very important to help us grow The Marketing Consultation community...  

Welcome to another episode of The Marketing Consultation, where we delve into the journeys of inspiring professionals from the healthcare industry. In this episode, we are joined by Benazir Premji, one of our former Edwards Lifesciences' colleagues and currently the Director of Marketing and Commercial Excellence at Distalmotion.  Benazir's journey is a testament to the power of embracing change and seeking growth. She started her career in consulting, but a desire for a more hands-on role led her to pursue an MBA. Shortly after graduation, she found herself in a new country, industry, and function, working in business operations for Edwards Lifesciences.  In this episode, Benazir shares her insights on the challenges and rewards of such a significant career shift. She emphasizes the importance of self-awareness and balance in managing stress and maintaining productivity.  Benazir also discusses the current challenges in the MedTech industry, including supply chain issues and the need for digital transformation. She advocates for data-driven decision-making and leveraging digital platforms to improve outcomes.  On a personal note, Benazir shares her childhood experiences and how they shaped her into the person she is today. Her international experiences have also played a significant role in her personal and professional development.  As we wrap up the episode, Benazir leaves us with a reflection on the concept of home. For her, Kenya is where her heart is, but Canada is where she would live if she could pick any place in the world. This duality encapsulates her journey - a blend of embracing her roots and seeking new horizons.  Join us in this episode as we explore Benazir's inspiring journey, her insights on the MedTech industry, and her approach to work-life balance. Don't forget to share your feedback with us on our LinkedIn or Instagram pages and to give us a rating on Apple Podcast or Spotify. Your support helps us grow The Marketing Consultation community! 

In this episode of the Medical Marketing Executive podcast, host Abby Martinez sits down with Mike Hall, Vice President of Marketing and Commercial Excellence for SeaSpine. Mike shares his journey from starting in sales to becoming the VP of Marketing overseeing all spinal implants at SeaSpine. He discusses the unique challenges and rewards of marketing in the healthcare field, emphasizing the importance of building strong relationships with both customers and colleagues.

Featuring: Michael Eugene, Director of Commercial Excellence, ACTO BIO: Michael is an accomplished Life Sciences professional passionate about driving innovation in Life Sciences, with a diverse background spanning commercial pharmaceutical experience, talent and leadership development, and technology. He started his career holding the bag as a sales representative at AstraZeneca, and over the years, he climbed the ladder, assuming pivotal roles in sales training and leadership. Later, his passion for connecting top talent with impactful opportunities led him to Spencer Stuart, a global executive search and leadership advisory firm. There, he played a crucial role in recruiting and placing C-suite executives within the pharma and biotech sectors across various functions, ranging from commercial to medical, finance, and business development.  Description: Uncover the blueprint for cultivating exceptional Life Sciences sales reps in this transformative podcast episode. Dive into innovative onboarding strategies, from microlearning to virtual training, that empowers reps to become competent, confident, and compelling communicators. Explore the power of real connections, patient stories, and creative learning methods that bridge the gap between product and purpose. Discover how continuous learning propels sales excellence and overcomes industry challenges as expert Michael Eugene shares insights to drive growth and transformation in pharmaceutical commercial leadership. What you will learn:  1.     Effective Onboarding for Competent, Confident and Compelling Sales Reps: Learn how this is achieved through an immersive onboarding process focusing on skill development and product understanding.  2.     Engaging Learning Methods: Learn what methods to utilize and how these techniques, sales reps are more likely to retain information and remain engaged throughout the training process. 3.     Continuous Learning and Reinforcement:  Learn why leveraging technology for virtual coaching and personalized learning journeys can bridge the coaching gap and contribute to consistent performance improvement.   BONUS: Connecting Product to Purpose: In the Live Training Meeting phase, the emphasis is on connecting the product to the patient's purpose. This approach is achieved by sharing patient stories and experiences. Real-life connections help sales reps understand the impact of the products they're selling, fostering a deeper understanding and motivation to deliver meaningful solutions to customers.   SHOW NOTES: Guest LinkedIn: Michael Eugene ACTO's New Hire Onboarding Solution Brief  Learning in the Flow of Work LTEN Article Industry Insights: Bending the Spoon Blog  Keep up to date on LinkedIn https://www.acto.com/ Have a learning journey that you want to hear more about? Email us at podcast@actoapp.com  or find me on LinkedIn 

Welcome to an interview with Rishi Dave, a partner in Bain's Commercial Excellence practice with deep expertise in B2B marketing and digital marketing. In this episode, Rishi explains the concept of a “Day 1 List” in B2B sales and marketing and the three things that will get a supplier or seller on the list. Rishi also discussed what a “sales play” is, how to build it, institutionalize the knowledge within the company, and get the sales team to adopt the sales play to fulfill their potential and increase their productivity and sales. Rishi Dave partners with CMOs and management teams to drive marketing transformations and build modern marketing capabilities. He serves as an expert on the implementation of Bain's B2B Marketing Diagnostic and Sales Play System. Rishi has held global CMO roles at public technology and cloud companies, including Dun & Bradstreet, Vonage, and MongoDB. Prior to these roles, he served as the global head of digital marketing for Dell's B2B businesses. Rishi started his career at Bain & Company. As a marketing executive, Rishi has built world-class marketing organizations and capabilities that have driven top-line growth leveraging the right marketing technology, data, analytics and content strategy. Rishi has driven major brand and messaging transformations, reimagined digital customer experiences, and built and scaled go-to market models. Rishi earned an MBA in Marketing from The Wharton School at the University of Pennsylvania as well as a BS in Chemical Engineering and an AB in Economics with Honors from Stanford University.  Enjoying this episode? Get access to sample advanced training episodes here: www.firmsconsulting.com/promo

In this podcast, Jennifer Curtis and David Jackson share valuable insights on global commercial excellence. They highlight strategies to optimize product launches and maximize revenue potential based on recent research conducted by ZS on the top 25 pharma companies. Hosted by: Jennifer Curtis Produced by: Matilda Males & Sophie McManus Featuring: David Jackson

Combining AI systems with human intuition can give your team a competitive advantage. This week, we're back with Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. We dive into the fascinating world of conversational intelligence and AI, discussing how these technologies can revolutionize sales, customer support, and human relationships. We also touch on the importance of behavioral change in sales and the role of AI in enhancing and personalizing human interactions. As the market continues to shift, businesses must adapt and integrate these new technologies to stay ahead. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Tim Hudson (Chief Commercial Officer, TE Connectivity) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

While it seems like adopting AI might be a risk, perhaps not adopting AI is an even greater risk. This week, Alastair and Howard are joined by Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. They discuss what commercial excellence means, how to assess and prioritize opportunities in an organization, and the power of innovation in companies of all sizes. They offer practical strategies for how to increase the risk appetite at your organization and the benefits of adopting AI for your team. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Tim Hudson (Chief Commercial Officer, TE Connectivity) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

Linda speaks with Brad Thomas, an experienced leader, about the importance of culture and communication, leading by example, sharing the vision and the need for advancements in disruptive medical technology for the success of healthcare organizations. Brad was born and raised in South Wales, UK, and attained a BSc from Oxford Brookes University. He has worked in the UK and Canadian healthcare industries throughout his career in several sales & marketing roles for start-ups to large global corporations. He is currently an Associate Director, Commercial Excellence, Sales Operations & Enablement for Baxter International Inc.

Combining AI systems with human intuition can give your team a competitive advantage. This week, we're back with Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. We dive into the fascinating world of conversational intelligence and AI, discussing how these technologies can revolutionize sales, customer support, and human relationships. We also touch on the importance of behavioral change in sales and the role of AI in enhancing and personalizing human interactions. As the market continues to shift, businesses must adapt and integrate these new technologies to stay ahead. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Tim Hudson (Chief Commercial Officer, TE Connectivity) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

Featuring: Iain Boomer Global Director, The Academy, Global Learning, AbbVie BIO: Iain Boomer is a seasoned leader in the pharmaceutical industry with over 20 years of experience. He is the Global Director of The Academy, Global Learning AbbVie, overseeing the company's commercial learning and development programs. He is also the President of the Pharmaceutical Marketing Club of Quebec (PMCQ), a prolific writer, and an influential thought leader in the industry. With his deep knowledge of commercial excellence and training, Iain is the perfect podcast guest to provide insights on the importance of CL&D Training and its impact on the pharmaceutical industry. Description: We discuss the challenges faced regarding training and development and how companies can overcome them. Iain sheds light on achieving Commercial Excellence and how it ties in with product launch excellence. The podcast focuses on how companies can ensure their commercial teams stay up-to-date with the latest market trends and create a culture of continuous learning.  What you will learn:  1.     Gain insights into driving business success through CL&D training, which involves aligning data and performance, coordinating efforts between teams, blending learning approaches, and measuring ROI. 2.     Learn how to overcome challenges in CL&D, including compliance and regulatory issues, by providing well-structured coaching and incorporating compliance requirements into training programs. 3.     Create a culture of continuous learning by leveraging medical insights, replicating insights globally, and providing a safe and fun learning environment while emphasizing data literacy and validation of assumptions to measure the success of training programs.  SHOW NOTES: Read “Take Their MEDS, Enabling Successful Learners” by Iain in March LTEN Focus Magazine  Check out this year's LTEN Excellence Awards Winners Guest LinkedIn: Iain BoomerEvents & Membership Info: Pharmaceutical Marketing Club of Quebec (PMCQ)  Industry Insights: Bending the Spoon Blog  Keep up to date on Social Media: Twitter & LinkedIn https://www.acto.com/ Have a learning journey that you want to hear more about? Email us at podcast@actoapp.com  or find me on LinkedIn

While it seems like adopting AI might be a risk, perhaps not adopting AI is an even greater risk. This week, Alastair and Howard are joined by Tim Hudson, the new Chief Commercial Officer from TE Connectivity and former Global Vice President, Commercial Excellence at Honeywell. They discuss what commercial excellence means, how to assess and prioritize opportunities in an organization, and the power of innovation in companies of all sizes. They offer practical strategies for how to increase the risk appetite at your organization and the benefits of adopting AI for your team. Follow the Hosts on LinkedIn: Alastair Woolcock (CRO, Revenue.io) Howard Brown (CEO, Revenue.io) And our Special Guest: Tim Hudson (Chief Commercial Officer, TE Connectivity) Sponsored by: Revenue.io | Powering high-performing revenue teams with real-time guidance Explore the Revenue.io Podcast Universe: Sales Enablement Podcast Selling with Purpose Podcast RevOps Podcast *If you'd like to ask the guys a question that could get answered on the show, call our new message line at (323) 540-4777. Just leave your name, where you're from, and your question and we'll do our best to answer it on an upcoming episode.

ESPAÑOL:José Abascal es el Director de Marketing y Excelencia Comercial de Asia Pacífico en Petronas durante casi 2 años. Anteriormente, José fue Gerente General Gerente General de Dicermex en Colombia. Antes de este desafío, José fue vicepresidente de marketing/desarrollo de nuevos negocios – América (Norteamérica + LATAM) de Owens Illinois durante más de 2 años. Llegó de SABMiller con más de 6 años de servicios como VP Regional de Innovación para Latam, VP Marketing Ecuador y Director Regional de Marketing para Latam. Anteriormente se desempeñó como Gerente General de Cadbury Adams en Venezuela. Desarrolló su experiencia en marketing a lo largo de más de 10 años en Kraft Foods, liderando la región y desempeñando funciones de gerente general para las unidades comerciales de snacks y dulces, así como funciones de marketing en Schwarzkopf y BAT.Algunos de los aspectos más destacados del podcast:Carrera de José E. Abascal¿Qué habilidades considera más importantes para liderar un Negocio? ¿Su recomendación final para jóvenes profesionales para sus carreras en la industria?DespedidaENGLISH:Jose Abascal is the Asia Pacific Head of Marketing and Commercial Excellence in Petronas for over almost 2 years. Previously, Jose was the CEO General Manager of Dicermex in Colombia. Before this challenge, Jose was the Vice President of Marketing / New Business Development – Americas (North America + LATAM) for Owens Illinois for over 2 years. He came from SABMiller with over 6 years of services as a Regional VP innovation for Latam, VP Marketing Ecuador and Regional Marketing Director for Latam. He performed previously as a General Manager Cadbury Adams in Venezuela. He developed his expertise in Marketing through over 10 years in Kraft Foods leading the Region and performing General Manager roles for Snacks & Confectionary Business Unites, as well Marketing roles in Schwarzkopf and BAT.Some of the highlights from the podcast:Jose Abascal's career journeyWhich skills do you consider the most important for leading a Business? Your final recommendation for young professional for their careers in the industry? Discover more details here.Follow us on:Website: https://bit.ly/32bR2GrInstagram: http://bit.ly/2Wba8v7Twitter: http://bit.ly/2WeulzXLinkedin: http://bit.ly/2w9YSQXFacebook: http://bit.ly/2HtryLd

Welcome to Strategy Skills episode 334, an interview with Rishi Dave, a partner in Bain's Commercial Excellence practice with deep expertise in B2B marketing and digital marketing. In this episode, Rishi explains the concept of a “Day 1 List” in B2B sales and marketing and the three things that will get a supplier or seller on the list. Rishi also discussed what a “sales play” is, how to build it, institutionalize the knowledge within the company, and get the sales team to adopt the sales play to fulfill their potential and increase their productivity and sales. Rishi Dave partners with CMOs and management teams to drive marketing transformations and build modern marketing capabilities. He serves as an expert on the implementation of Bain's B2B Marketing Diagnostic and Sales Play System. Rishi has held global CMO roles at public technology and cloud companies, including Dun & Bradstreet, Vonage, and MongoDB. Prior to these roles, he served as the global head of digital marketing for Dell's B2B businesses. Rishi started his career at Bain & Company. As a marketing executive, Rishi has built world-class marketing organizations and capabilities that have driven top-line growth leveraging the right marketing technology, data, analytics and content strategy. Rishi has driven major brand and messaging transformations, reimagined digital customer experiences, and built and scaled go-to market models. Rishi earned an MBA in Marketing from The Wharton School at the University of Pennsylvania as well as a BS in Chemical Engineering and an AB in Economics with Honors from Stanford University.  Enjoying this episode? Get access to sample advanced training episodes here: www.firmsconsulting.com/promo

Florent Edouard is an out loud thinker that loves the challenge of building teams, shaping organizational culture, and innovating through the power of causing people to think different. I love the phrase he uses in this episode "Respectfully Challenge". Enjoy this episode and ask yourself what small thing are you doing this week to respectfully challenge people to think different people?

Steve Swift is the leader of Commercial Excellence at GE Renewable Energy. He provides commercial insights across the business units and regions. Steve has been in the energy industry for 35 years. Over the last 23 years with GE, he has worked in multiple energy generation technologies doing proposal and contracting work in Steam and Gas Turbines both domestically and internationally. Steve worked in the Gas and Combined Cycle markets during the Gas turbine bubble of the early 2000s. In 2004, Steve was promoted to the Commercial Leader for GE Hydro and subsequently took over the commercial lead for the Americas' as GE combined its Gas, Steam, Hydro, and Wind Businesses from 2005 to 2010. As the Onshore Wind business continued to grow, it was split out as a separate business within GE and Steve has been the Global Sales Leader since 2011. Steve is a graduate of the University of Delaware with a Degree in Mechanical Engineering. Sponsors: ANCORE. Named the best portable cable machine by Men's Health Home Gym Awards. Head over to ancoretraining.com/cdsf10 and use promo code CDSF10 for $50 off your order today. Drink Alchemy. By combining the most potent organic nootropics found in nature – Drink Alchemy delivers sustainable boosts to creativity, memory, energy, & focus in one epic beverage. Enjoy the benefits of real ingredients, natural nootropics, and live with your MindUnbound by going to drinkalchemy.co and use code CDSF at checkout for 10% off your order today.

s your organization evolving with the needs of its culture, or are you stuck in a mindset that no longer serves your business or its employees? Our guest today is Eboni Adams Monk, the Vice President of Marketing and Commercial Excellence at Trinseo, a specialty material solutions provider that partners with companies to bring ideas to life in an imaginative, smart and sustainable manner. She is also the author of Leading Wise: Inspirational Reflections for Corporate Leaders, which offers inspirational prompts and a global perspective for corporate leadership. In our conversation with Eboni, we learn what an evolved corporate community looks like and what it does. She explains that by thinking about the impact a business has on the people and cultures in our community, we can support and enhance those around us -  while assisting our company in meeting financial and operational goals. In addition, Eboni shares how she dances at the intersection of leadership, business, culture, and spirituality, encouraging business leaders to develop themselves in ways that encourage thinking and feeling deeply for the people in their employment, and in their community. This creates a stronger relationship with employees and co-workers, and that brings more out of them  - and makes critical or difficult conversations easier to have. Three Key Takeaways: * Corporate culture should support the people and communities it impacts the most. * When creating content, think about how you can spark interest and curiosity in your audience. * Leaders should take time for reflection and meditation, in order to absorb the world around them and inspire transformation.

This episode is brought to you by Provider Solutions and Development, the leaders in physician and APC recruitment that deliver top-tier candidates for the right roles. Visit info.PSDconnect.org/outcomesrocket to start the conversation today, and get tailored support, dedicated recruitment, and efforts that lead to provider retention and longevity. Welcome to the weekly summary of what happened this week in the Outcomes Rocket Network! We got incredible episodes, and here's what we got: On our main channel, the Outcomes Rocket Podcast, Saul had Jason Hannon, executive director, and CEO at Mainstay Medical, talk about ReActiv8, a new groundbreaking therapy approach to help patients with back pain. Listen to it here: bit.ly/JasonHannon For Marketing Mondays, Andreea Borcea interviewed Brian Maurer, co-founder of Bristle Health. They talked about how Bristle makes oral microbiome tests to facilitate taking care of your own oral health, highlighting its importance, and why it's been a marketing challenge for them. Tune in to that episode here: http://bit.ly/MM-BrianMaurer The SONSIEL Podcast, welcomed Andrea Jaramillo, a hospice nurse, forest therapy guide, and nurse farmer. In this episode, they discussed finding what nursing means to you and designing a career that is sustainable for yourself and that makes you happy. Listen here: https://lnkd.in/gRzF2vyC The Sempre Health Podcast, hosted by Kyle Wildnauer-Haigney, had Bharti Rai, Vice President of Commercial Excellence, Insights, and Analytics at Novartis. They talked about how pharma as an industry has got to look at healthcare as a whole as opposed to medication only. Tune in to listen here: bit.ly/SEMPRE-BhartiRai On the Future of Global Informatics, host TJ Southern, interviewed Madeline Stadler, a nurse at Duke University Hospital. Madeline reflected on her education and highlights the importance of knowledge application and practice in the field. Listen to it here: https://lnkd.in/dQvgf4Ss LabOps Leadership Podcast, hosted by Samantha Black, invited Larina Burke, Laboratory Manager at Hyasynth Bio. They talked about her role as a laboratory manager in a small company, how Hyasynth Bio is the only company that produces a CBD isolate from yeast fermentation, and how being a part of the LabOps Unite Community has opened up many new opportunities for her. Tune in here: bit.ly/LabOps-LarinaBurke We had another episode on our main channel, the Outcomes Rocket Podcast, Saul had Tony Benedict, CEO at Omicron Partners. He talked about how the fundamental business model for delivering patient care has not changed in about half a century and why the healthcare industry is about 20 years behind other industries from both a technology and operations perspective. Listen here: http://bit.ly/TonyBenedict Tune in every week to discover something new about this industry! See you next week! Click this link to the show notes, transcript, and resources: outcomesrocket.health

Pharma as an industry has got to look at healthcare as a whole instead of medication only. In this episode, Bharti Rai, Vice President of Commercial Excellence, Insights, and Analytics at Novartis, talks about how digital transformation in pharmaceuticals and life sciences can improve healthcare outcomes beyond the medications themselves. She talks about how data insights and analytics can refine the journey for both customers and providers by orienting care around the patients driven by the available data. Bharti speaks about how pharma is well-positioned to add value to the healthcare ecosystem from its financial standpoint and its wide range of possibilities with patient care “beyond the pill.” She shares a setback she had when integrating her personal life with work and how that could be a behavioral mindset issue, just like some problems patients face. Tune in to this episode to listen about disruption and transformation that are promising in pharma and healthcare! Click this link to the show notes, transcript, and resources: outcomesrocket.health

On the latest episode of The Insiders podcast, hosts Richard Lane and Simon Hazeldine spoke with Franklin Williams (Director of Global Commercial Excellence at Thermo Fisher Scientific) to discuss how businesses can drive up revenue and EBITDA with social selling. Franklin also discussed:How to add value and drive trust through your LinkedIn profileThe importance of sharing authentic content with your networkSimplifying technology to maximise sales efficiency

Many companies, like Honeywell, are preparing themselves for a looming recession according to what many economists believe.Honeywell realizes that they have to change the way that they do business from top to bottom. Not only will they have to change their B2B marketing strategy, but who they are as a company.Tim Hudson, the Global Vice President of Commercial Excellence of Honeywell, is bringing his years of experience to usher Honeywell into the future.Join us as we discuss:Hudson leveraging his critical thinking and background to help Honeywell navigate through a looming recessionHow to have a positive outlook on a smaller more agile sale team being the future of B2B sellingBeing a leading force in Honeywell becoming more of a IoT software company, opposed from it being traditionally a manufacturing companyMeet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts.New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

Many companies, like Honeywell, are preparing themselves for a looming recession according to what many economists believe. Honeywell realizes that they have to change the way that they do business from top to bottom. Not only will they have to change their B2B marketing strategy, but who they are as a company. Tim Hudson, the Global Vice President of Commercial Excellence of Honeywell, is bringing his years of experience to usher Honeywell into the future. Join us as we discuss: Hudson leveraging his critical thinking and background to help Honeywell navigate through a looming recession How to have a positive outlook on a smaller more agile sale team being the future of B2B selling Being a leading force in Honeywell becoming more of a IoT software company, opposed from it being traditionally a manufacturing company Meet us here every other week, and we promise to keep it spicy for you. Find Revenue Innovators onApple Podcasts,Spotify, our website, or anywhere you get podcasts. New! Email us with feedback and guest suggestions at revenue.innovators@outreach.io.

DescriptionWhat leadership lessons can we take away from the Elders in traditional communities around the world? Eboni Adams Monk has first-hand experience living with and learning from these wise individuals, and we uncover several of them in this inspiring conversation. Eboni is Vice President of Marketing and Commercial Excellence at a specialty chemical company. She draws from her studies with Elders to inspire transformational leadership and life-changing growth so others can succeed at work. Her experiences with these cultures led her to write her beautiful and powerful book, Leading Wise: Inspirational Reflections for Corporate Leaders.You'll discover: Why Eboni makes no distinction between work life and personal lifeWhat inspired her to write her book and the key messages she wanted to conveyThe benefits of taking time to reflect…and the consequences if we don'tWhy Eboni considers the power that leaders have to be sacredHow leaders can build a feeling of community

We take this opportunity to discuss and educate the Pork Industry in Needle Technology, along with tips, suggestions and expertise as Neogen's D3 needle has been the Industry standard for over 20 years. We also discuss the new product launch with the D3X needle and what is means. Greg Hastings is the Sr. Director of Commercial Excellence. He is currently responsible for Animal Safety R&D activities and the Project Management Team. Greg is a strong advocate of animal agriculture and continually evaluates and participates in the development of new technologies and services that will provide benefit to owners and employees of animal production practices globally. During his career at Neogen, he has been a key contributor in the development and adoption of a variety of animal health products including detectable needle usage in animal production. Greg is a graduate of Purdue University and currently resides in Richmond Kentucky with his wife Denise and son.

You can't have commercial excellence without digitization. Technology is so present these days that you need to be up-to-date with everything. You need to fight for your customers, especially with all the supply chain disruptions and how competitive the landscape is today. Join Victoria Meyer as she talks to Martijn van Noordennen about commercial excellence and digitization in the chemical industry. Martijn is the senior director of the industry go-to-market for Salesforce. He also has a long history in the chemical industry with Shell Chemicals. Discover Martijn's career and his love for all things technology. Learn how he got into the chemical industry and how Salesforce is more than just a CRM. Find out how you can improve customer experience with good commercial excellence today. This episode is sponsored by Net at WorkLove the show? Subscribe, rate, review, and share! http://www.thechemicalshow.com/

In this episode, we speak with Kristoffer Cedfors Commercial Excellence, Verdane, one of the leading growth partners to tech-enabled and sustainable businesses in Europe. Christoffer is a B2B SaaS pricing expert and takes us through the sophisticated world of defining the right pricing strategy for your business. He walks us through the different established pricing models, the pros and cons, when they fit vs not and how you need to think about them in relation to the value you bring to your customer. We address questions such as: -What's the process of finding the right pricing model for your business -How do you define the price levels, especially where market standards don't exist -the internal ownership of the pricing question - who owns it -the relation of transparent vs public pricing  -among many other questions pertaining to optimizing your pricing strategy   Tune in and learn about best practices and how to approach the pricing question internally to make sure you have a model that lands well in the market and scales for the future.

Frederico Zornig is the CEO of Quantiz Pricing Solutions – a pricing consultancy that aims to increase the profitability of their clients through strategies implementing improvements in the Pricing, Revenue Management and Commercial Excellence processes. He earned a PhD in Pricing from the International School of Management, and he was a professor for 11 years. Frederico initially fell in love with pricing while he was pursuing his MBA at the University of Illinois. It was 15 years ago when he decided to start his own consulting firm. In this episode, Frederico discusses insights you should take note of in terms of price implementation and inflation. He shares stories that illustrate how the price of your goods can totally make a difference to your business.   Why you have to check out today's podcast: Discover how strategic pricing is critical to defining winners and losers in today's increasingly competitive environment Learn about price implementation and how to go about getting people to adopt new strategies Learn how you can handle pricing when inflation occurs   “Give price the importance it deserves. I have seen some companies not paying too much attention to the area, and I have seen companies that really believe that price can be a game changer.” – Frederico Zornig   Topics Covered: 01:34 – How did Frederico get into pricing and what is it that attracts him to keep going? 04:51 – The advantages of being a pricing person who got to lead sales and marketing as well 08:11 – The do's on making people adopt new strategies and have them implemented in their company – the incentives and the importance of having a strategic commercial policy 14:43 – Companies focusing on revenue and not on profitability; measuring margin dollars instead of margin percentage 19:22 – In having sales compensation plans, how do we convince people to hold or negotiate price? 22:20 – Tips on how to handle pricing in the middle of inflation 25:53 – Having information about your competitors or none at all – not being afraid to raise in relation to volume 27:59 – What is Frederico's advice that could be helpful to the listeners' business?   Key Takeaways: “Pricing is a journey. I believe in that. The company has to go into that journey if they want to be really pricing experts or go after pricing excellence. It's not going to happen in one or two years.” – Frederico Zornig “The customers have to understand that if they behave the way we have the incentives created, they could benefit of that commercial policy.” – Frederico Zornig “If you create really strategic commercial policies, you can really change the way the market is built.” – Frederico Zornig “I always take inflation into consideration. If I'm not coping with inflation, I'm staying behind.” – Frederico Zornig “Companies that really understand the value and pursue a pricing discipline – a pricing focus – they could benefit enormously in terms of results. Big, big results.”– Frederico Zornig   People / Resources Mentioned: Quantiz Pricing Solutions: http://www.quantiz.com.br   Connect with Frederico Zornig: Website: http://www.quantiz.com.br LinkedIn: https://www.linkedin.com/in/fzornig/ Email: fzornig@quantiz.com.br   Connect with Mark Stiving: LinkedIn: https://www.linkedin.com/in/stiving/ Email: mark@impactpricing.com

Avoid procurement at all costs — this has been the sentiment among sales and marketing teams as they try to show value and secure advocates. However, after some executive tech buyer polling, building relationships with procurement partners may be a good idea.In this episode of our Takeover series, we hear an episode from Emisary's "ABM Mythbusting Series".Catherine Kelly, General Manager, Operational & Commercial Excellence, CP Operations at Shell, discusses how procurement has changed and what benefits it has to your company today.Catherine covers:Procurement's change in valueHow procurement has become more strategic with technology How to maintain a long relationship with procurement This is a #FlipMyFunnel podcast. Check us out on Apple Podcasts, Spotify, or here.Listening on a desktop & can't see the links? Just search for Flip My Funnel in your favorite podcast player.

Hosted by Lucy Costelloe, this episode of the Arts & Everything in Between welcomes George McLean, Senior Account Manager at Complete Works. Founded in 2012 as part of Boo Productions Ltd, their initial work began with the London Olympic Venues. Today as Complete Works, their mission looks at redefining the 3 key elements of success: visitors,  organisation and team. George speaks all about redefining your visitor's experience to boost your commercial success.  ----------------------------------------  RESOURCES Connect with George on Linkedin  George's Presentation from the VE Forum  ----------------------------------------  TOPICS COVERED IN THIS EPISODE: How to get the best results when looking at commerciality  George's one rule: How to improve the day of everyone you meet How to put the visitor in the centre  Top Tips  ----------------------------------------  THE ARTS AND EVERYTHING IN BETWEEN PODCAST It's tough but rewarding working in the arts and often so busy you have little time to share with your peers and investigate new ideas. Every couple weeks join Nick Stevenson as he interviews arts industry experts getting their take on the biggest issues facing the arts world today. There will be ideas to try, practical tips, lots of learning and of course - lots of laughs. If you work in theatres, venues, festivals or the arts and cultural sector this podcast is what you need!  ----------------------------------------  INTERESTED IN JOINING AS A GUEST ON THE PODCAST? If you have some great tips and tricks or have an idea for a topic you'd like to learn more about or share with the arts industry, drop us an email on podcast@ticketsolve.com ----------------------------------------  FOLLOW TICKETSOLVE Facebook - www.facebook.com/Ticketsolving Twitter - www.twitter.com/ticketsolvers  LinkedIn - www.linkedin.com/company/ticketsolve   Instagram - www.instagram.com/ticketsolve/ 

As pharma reps' roles evolve, one pattern is evident: the traditional reach and frequency-based approaches are no longer adequate for pharma selling. Join Axtria's Vandana Singh as she explains how the pandemic has accelerated innovation in the pharma industry and why many more roles require increased coordination. Tune in as we talk about what the field rep of the future will look like, how pharma leadership needs to enable a field force of the future, and why organizations need to reevaluate their end-to-end field operations processes.   IN THIS EPISODE: [02:20] The traditional reach and frequency-based approaches used for pharma selling are no longer effective. [05:50] The pandemic has accelerated the speed with which innovation has occurred in the past year. [07:40] What the field rep of the future will look like, and how will the role change from what it is today.  [11:30] What pharma leadership needs to do to enable a field force of the future. [14:10] Is the role of a field rep diminishing or becoming more powerful?   KEY TAKEAWAYS: The pharma commercial model is increasingly complex, with more roles requiring greater coordination. The industry is focusing more on customer experiences. Reps need to be master orchestrators in providing the right message to the right customer using the right channel at the right time.  Working in silos is not enough. Instead, organizations must reevaluate their end-to-end field operations processes to enable the field force to work in these new ways.   LINKS MENTIONED: Axtria https://www.axtria.com/   BIO: Vandana has more than 20 years of experience in various strategy, operations, and analytical roles within the life sciences industry. Currently, she is a principal within the Commercial Excellence organization at Axtria. She leads the Integrated Resource Planning Center of Excellence (COE) with her strong passion for developing new analytical solutions that enable omnichannel customer engagements.  Vandana joined Axtria from Bristol Myers Squibb (BMS), where she held a variety of positions with increasing levels of responsibility. There, she led the insight generation and recommendations for a company's rebranding during the BMS-Celgene integration. Prior to BMS, Vandana also worked at Sanofi-Aventis and ZS Associates in multiple field force effectiveness roles.

China is not homogenous, and there are no absolutes in anything we say or analyze about how Chinese people think and behave.Chinese state-owned enterprises (SOEs) represent a sizable demographic and reflect China's Iron Rice Bowl Mentality, and it is a helpful contrast for understanding Chinese cultural dichotomies with the West.This episode also illustrates what every Chinese person has been conditioned since birth, 想办法 (xiǎng bànfǎ), which means to figure out a way to get something done by any means necessary. Listen to how this translates into their behavior and how it can be influenced.DOWNLOAD CHINA MYTH PODCAST LISTENER'S GUIDEhttps://www.genejhsu.com/chinamythpodcast-cheatsheetChina Myth Podcast episodes are also published as The Chinese Honeymoon Period short stories on Kindle Vella.https://www.amazon.com/The-Chinese-Honeymoon-Period/dp/B09756P11G/ Every Tuesday, there is a YouTube Live Recap Q&A Chinese Concept Reviewhttps://www.youtube.com/c/GeneHsu 

Daniel Stewart, Axtria's Director of Commercial Excellence, provides a sneak preview of his presentation at WorldatWork's Spotlight on Sales Comp Conference in Chicago (August 23-25): designing balanced sales compensation programs that satisfy the needs of local markets while adhering to corporate expectations and compensation best practices. Bonus chat on the challenges of learning a new skill – chess – as an adult. 

This episode features an interview with Jennifer Zamora, Senior Director of Global Customer Experience and Commercial Excellence at Dow.  Jennifer has spent more than 20 years at Dow, serving in everything from pricing and sales to her current role in customer experience.  We talk with Jennifer about getting senior executives on board with customer experience initiatives, improving the company's response to complaints, and why the role of CX is here to stay.3 Takeaways:*Creating change within a company cannot be done by one person.  It requires a network of relationships that will help with that transformation.*Sometimes all it takes to start the process of moving up is curiosity and the courage to volunteer yourself.*Changes take time and discipline to come to fruition.Key Quotes:*“By improving in specific pain point areas where customers have told us, ‘We're frustrated,' we could see significant improvements in CXI. By staying the course and improving in those specific areas, we were finally able to show the correlation between CX, revenue, and our variable standard margin.”*“I moved up pretty quickly in my career at Dow.  And while I felt good being recognized for my work, I realized that I never had the chance to fully deliver something.  So there is balance to moving up while also delivering within that role and making an impact.”*“We are highly matrixed so there are lots of silos of different people focused on different priorities and scorecards. I would say that CX has really helped bring a visual to why a single scorecard or an aligned scorecard is so critical for us for the future.”Bio: Jennifer Zamora's 20-year career with Dow includes a variety of customer service, financial, and marketing management roles, including assignments in Michigan and Dubai, United Arab Emirates. In her current role, Jennifer is accountable for establishing and deploying the long-term CX strategy and disciplines, which includes implementing the customer listening process, institutionalizing a Customer-Centric culture across Dow, and defining and implementing Dow's transformative customer distinction model and journey-mapping practices. She also ensures alignment and collaboration between the EX and CX practices inside Dow.Thank you to our friendsThis episode is brought to you by IBM. If you are responsible for Customer Experience, they've created a White Paper just for you. In the CX North Star Report, you can learn more about how to activate your CX vision. Download it hereLinks:Find Jennifer on LinkedIn

Episode 18 of Joe Escobedo – Interview with Guillaume Villard, Marketing and Commercial Innovations Director at Karl Storz AsiaDuring his time as Marketing & Commercial Innovations Director (Asia), Guillaume Villard was responsible for: Market Intelligence, Market Data & Competition landscape, Commercial Excellence & New business strategies, up to the Customers Insights, Customer satisfaction and Market Research. Meanwhile Karl Storz, as a solution provider and partner in the healthcare sector, their medical products and services offer decisive added value for patient safety.In the interview, Guillaume Villard also shares on how Karl Storz does healthcare marketing in Asia. Listen to this podcast for finding their marketing strategies!ABOUT JOE ESCOBEDOJoe conducts regular educational workshops and training and is available for speaking engagements on the topics of content strategy/marketing, social selling, personal branding, and media relations.SUBSCRIBE to get practical marketing, sales, and branding tips:WebsiteFollow me on LinkedIn!

As Grünenthal’s Global Head of Commercial Excellence, Florent Edouard is a champion for change. In today’s episode, we learn how he’s leading the charge for digital transformation and customer-centricity in a traditionally risk-averse industry. Listen as he shares how he’s applying the same analytical rigor typically found in R&D to the commercial side of life sciences, his tips for creating a professional environment that sparks innovation, and the importance of transparency and trust in driving tech adoption. And don’t miss “Florent Edouard in Context,” where we discuss his favorite recent read, a dream dinner in Sao Paulo, and why you’ll never find Florent on TikTok.

This week, we speak to Florent Edouard, ‎Senior Vice President and Global Head of Commercial Excellence, Grünenthal Group, about his journey from finance to pharmaceuticals, the role of artificial intelligence in digital transformation, and wearing roller skates to work. 

In this episode, MDM Future Leader Matt Miller, VP of Corporate Development at Jupiter Communications, discusses four critical projects he led as Commercial Operations Manager at IEWC and the need to transform customer experience from the inside-out. As a Future Leader, Miller shares his perspective on attracting top emerging talent, and the future of distribution.

Steve Laborda is a leader, coach, expert, and practitioner in B2B sales and marketing excellence focusing on improving profitability, capturing value, and developing the competences of commercial teams. With 15 years of experience in the specialty chemical industry, he has successfully impacted corporate cultures, behaviors and processes through the design, development and execution of commercial excellence programs and trainings. As CEO of ValueBizBooster, he helps teams fully realize potential of Commercial Excellence and Value-Based Selling to improve profitability and growth.We specifically cover:1. What is commercial excellence? 2. Value-based sales in B2B market - why it's important to differentiate yourself. 3. How startups can accommodate the sales process and keep their agility. Steve offers other key insights for startups to excel in their sales process.4. Key advice to startup founders. Building your vision, listening to people and team competencies will help you grow and scale.Contact Steve on LinkedIn or at (valuebizbooster.com)

It's easy for distribution leaders to let inadequate pricing and sales practices go unnoticed, leading to unnecessary revenue and margin loss in the midst of fierce competitors, fluctuating demand, product proliferation and volatile costs. Addressing just five factors can help you reclaim those lost opportunities.Today's guests include:- Magnus Meier, Vice President and Global Head, Wholesale Distribution Business Unit at SAP- Barrett Thompson, General Manager of Commercial Excellence at Zilliant- Lindsay Duran, CMO at Zilliant Relevant Links2020 Global B2B Benchmarking ReportMagnus on LinkedInBarrett on LinkedInLindsay on LinkedInCustomer-Centric Companies: Where Culture Eclipses Technology If you like what you're hearing please subscribe to the show. Presented by www.the-future-of-commerce.com, where you can stay ahead of customer experience trends with daily updates that are informational, educational, and entertaining.

Sunil has over 18 years of experience in Defence, IT & Telecom and Facilities Management sectors and has worked with MNCs like Thales Group, Ericsson and ISS A/S. Sunil is currently, the Head of Commercial Excellence (APAC) at ISS A/S, a facility management company headquartered in Denmark. At ISS A/S, Sunil established the Commercial Excellence function which encompasses of Bid Management, Price Management, CRM Administration, Graphics Designing and Knowledge Management. As a member of the ISS Asia Pacific Commercial Leadership Team, he supports the development and execution of the regional commercial strategy and governance, associated reporting and commercial model sign-offs.Prior to his Corporate stint, Sunil has served as an officer in the elite Indian Air Force for 10 years. Sunil is the Chair of APMP India and a member of the Intentional Career Path Committee of APMP International. He is part of APMP 40 Under 40-Class of 2020 and was a Blue Ribbon Panel member for the APMP-BoK. Sunil holds Bachelors’ degree in Electronics Engineering, a post-graduate diploma in Business Administration along with professional accreditations in Aeronautical Engineering and Strategic Management. Sunil likes to travel and spend time with his family, when he finds time from his work or studies.

https://www.chriskenneycoaching.com/https://www.facebook.com/groups/799530747171981/SPONSOR: https://apply.fundwise.com/minddog

“The rare metals in the quantity and the quality that you need to produce Electric Vehicle batteries are almost exclusively produced in China. So imagine for a second, the power China will have, for any specific economical or political reason, to influence the global production of cars.” This is a conversation with Esaú Flores. Esaú is a trusted Executive Advisor on Funding Management, Commercial Excellence and Business Strategy. In this episode, Esaú talks about the impact that COVID-19 is having on investment, risk profiling and ESG. He explains that corporates and fund managers are entrenched in historical processes when it comes to investment strategies, how we might see a green revolution led by finance, but how electric vehicles are solving one problem and creating another.

Esaú Flores is trusted Executive and Advisor on Funding Management, Commercial Excellence and Business Strategy. “We are still in denial. We think we’re invincible, but actually we are already broken and we need to relearn and rethink. This [virus] is going to teach us a lesson about being in a good relationship with nature. Technology can help, but there is a massive process to finding a solution to the virus.” Esaú Flores I invited thinker and problem solver Esaú Flores to share his latest insights. He is candid, he is realistic, he is ready for change. This is part of the Boundless #Rebooted mini-series. A chance for the Thought Leaders in our community to share short messages of hope; hope that when this is over, we will #reboot our economy, rekindle our relationship with nature and rethink our personal aspirations.

In our latest podcast episode, Arne Buthmann and Thomas Bertels share some key takeaways on developments and opportunities in the pharmaceutical industry from our previous episodes on Commercial Excellence in Pharma.

Discover more tech podcasts like this: Tech Podcast Asia. Produced by Pikkal & Co - Award Winning Podcast Agency. Asia Tech Podcast was at LEVEL3 Singapore to talk to Adam Lyle (Executive Chairman Padang & Co., Head @LEVEL3 Singapore), David Ryan (Head of Commercial Excellence and Digital, Syngenta) and Sudipto Roy (Managing Director, Team Unilever AAR (Asia, Africa, Russia) @Mindshare). In this conversation, David Ryan and Sudipto Roy shared with us their experience, their work over the past few years and their reasons for coming to a busy hub like Singapore. They also talked about corporate innovation and how LEVEL3 is bringing the right people to the right place by creating an open space for innovation. We hear from our guests about innovation that takes place in spaces rather than departments. Listen to the entire conversation here.

Asia Tech Podcast was at LEVEL3 Singapore to talk to Adam Lyle (Executive Chairman Padang & Co., Head @LEVEL3 Singapore), David Ryan (Head of Commercial Excellence and Digital, Syngenta) and Sudipto Roy (Managing Director, Team Unilever AAR (Asia, Africa, Russia) @Mindshare). In this conversation, David Ryan and Sudipto Roy shared with us their experience, their work over the past few years and their reasons for coming to a busy hub like Singapore. They also talked about corporate innovation and how LEVEL3 is bringing the right people to the right place by creating an open space for innovation. We hear from our guests about innovation that takes place in spaces rather than departments. Listen to the entire conversation here and don’t forget to like & subscribe to our channel if you are interested in our podcasts. We would also love to hear your thoughts about the shows, do leave us a review on our channel.

Asia Tech Podcast was at LEVEL3 Singapore to talk to Adam Lyle (Executive Chairman Padang & Co., Head @LEVEL3 Singapore), David Ryan (Head of Commercial Excellence and Digital, Syngenta) and Sudipto Roy (Managing Director, Team Unilever AAR (Asia, Africa, Russia) @Mindshare). In this conversation, David Ryan and Sudipto Roy shared with us their experience, their work over the past few years and their reasons for coming to a busy hub like Singapore. They also talked about corporate innovation and how LEVEL3 is bringing the right people to the right place by creating an open space for innovation. We hear from our guests about innovation that takes place in spaces rather than departments. Listen to the entire conversation here and don’t forget to like & subscribe to our channel if you are interested in our podcasts. We would also love to hear your thoughts about the shows, do leave us a review on our channel.

A conversation between Padang & Co and two of LEVEL3’s Corporate Partners, Syngenta and WPP. They discuss the stories behind the founding of each partner’s innovation team, the innovation journeys thus far, and how LEVEL3 has become a catalyst for these collaboration and experimentations. Tune in to explore how corporates are getting involved with innovation. Featured Guests: Adam Lyle, Executive Chairman, Padang & Co David Ryan, Head of Commercial Excellence and Digital, Syngenta Sudipta Roy, Managing Director, Team Unilever AAR (Asia, Africa, Russia), Mindshare / WPP Graham Brown, Host / Founder, Asia Tech Podcast

Karriere auf Umwegen – Nicole Beissler zeigt, dass ein Job nie der letzte sein muss. Aus dem Chemielabor heraus kam sie in den Vertrieb. Sie leitete ein Fitnessstudio und bewies sich in der von Männern dominierten Automobilbranche. Heute ist sie Commercial Excellence Director im Bereich “Plastics” bei DS Smith. Welche Erfahrungen sie als Frau im Vertrieb gemacht hat und was sie motiviert, erklärt sie im zweiten Teil des Interviews. Du hast den ersten Teil des Interviews verpasst? Höre dir die Episode 155 Commercial Excellence Director - Interview mit Nicole Beissler, Teil 1 an! Natürlich wusste Nicole in der Schule noch nicht, dass sie einmal Commercial Excellence Director werden möchte. Den ganzen Tag am Schreibtisch sitzen wollte sie aber auch nicht und machte deshalb eine Ausbildung zur Chemielaborantin. Mit der Einschulung ihres Kindes wollte sie sich mehr Zeit für ihre Familie nehmen, sodass sie sich nach einer neuen Stelle mit klaren Zeiten umsah. Es bot sich an, dass die Banken zu dieser Zeit das Telebanking einführten und neue Mitarbeiter suchten. Obwohl es sich für Nicole hier um ein fremdes Fach handelte, bewarb sie sich. Mit dem Verkauf von Investmentfonds sammelte sie so ihre ersten Vertriebserfahrungen. Es folgte die Selbständigkeit als Vertrieblerin im Bereich Vermögensaufbau. Ein Alien in der Automobilindustrie Durch den Börsencrash in den frühen 2000ern blieben Nicole die Termine aus, sodass sie sich erneut nach einem Job umschauen musste. Ihre Nebentätigkeit als Fitnesstrainerin verhalf ihr zu einer Position als Geschäftsführerin eines Fitnessstudios. Auch hier musste sie neue Kunden generieren und gleichzeitig intern an ihr Team verkaufen und dieses motivieren. Der Mitarbeiter einer Krankenkasse bot ihr schließlich einen “ruhigeren Job” an. Als Gebietsleiterin sollte sie auch hier neue Mitglieder generieren. Aber der Job als Hunter gefiel ihr nicht. So war sie zunächst abgeneigt, als ihr ein Headhunter eine neue Vertriebsposition anbot. Im Vorstellungsgespräch erkundigte sie sich nach anderen offenen Stellen und erhielt einen Job in der Automobilindustrie – für eine Frau damals ungewöhnlich. Aber Nicole lernte, dass Authentizität hilfreich ist und machte sich mit ihrem Wissen und ihrer Zuverlässigkeit einen Namen unter ihren Kollegen. “Als Frau bist du dort ein Alien”, sagt sie über ihre Erlebnisse. Menschlichkeit: Nicoles Weg zum Commercial Excellence Director Ein Aufenthalt in Peru lenkte Nicoles beruflichen Weg zum Commercial Excellence Director. Sie arbeitete dort in einem Waisenhaus. “Alle deine Probleme sind nichtig”, sagt sie angesichts des Glücks, dass die Menschen trotz ihres Mangels empfanden. Diese Menschlichkeit pflegt sie auch im Umgang mit ihren Mitarbeitern und Kollegen, denn sie weiß, dass Wertschätzung motiviert. Ihren Job als europäische Key Account Managerin hängte sie nach der Reise an den Nagel, um sich ihrem sozialen Bestreben zu widmen. Nach einem kurzen Abstecher in den Vertrieb eines Autohauses wurde sie schließlich von einem Headhunter für DS Smith abgeworben. Heute ist sie dort Commercial Excellence Director. Nicole möchte “die Welt ein Stück verbessern”. Ihre Motivation ist, den Menschen, die sie trifft, ein gutes Gefühl zu geben und als Mentorin zu fungieren. Welche Erkenntnis sie aus einem Vorstellungsgespräch zog und was sie für ihre Zukunft plant, erfährst du im zweiten Teil des Interviews. Links: Stephen C. Lundin: Fish! VertriebsFunk bei Instagram VertriebsFunk bei Facebook Hör die neueste Episode bei iTunes Shownotes: Vom Chemielabor in den Verkauf [1:08] Fitness-Vertrieb [10:39] Als Frau in der Automobilbranche [16:00] Peru – Autohaus – DS Smith [24:11] Nicoles Motivation und Vision [34:09] Personen: Nicole Beissler Christopher Funk bei LinkedIn Christopher Funk bei Xing

Sie setzte alles auf eine Karte – mit Erfolg. Nicole Beissler weiß, wie sie sich durchsetzt. Heute bringt sie Verkäufer zu exzellenten Leistungen. Im Interview erzählt sie von ihren Aufgaben als Commercial Excellence Director und welche Skills ein exzellenter Verkäufer benötigt. Als Commercial Excellence Director beim Verpackungshersteller DS Smith hilft Nicole Vertrieblern bei der eigenen Verbesserung. So standardisiert sie im Bereich “Plastics” Verkaufsprozesse und beachtet dabei die Persönlichkeit der Verkäufer. Außerdem betreut sie das Key Account Management. Da die Produkte eine lange Haltbarkeit von bis zu zwanzig Jahren haben, ist die Bestandskundenpflege ebenso wichtig, wie eine gelungene Neukundenakquise. Daraus resultieren viele verschiedene Geschäftsfelder und entsprechend unterschiedliche Charaktere im Vertrieb. Nicoles Job ist es, einen für alle passenden Standard zu finden. Ihre Erfahrung hilft ihr dabei, sich durchzusetzen. Seit achtzehn Jahren ist sie im Vertrieb tätig und hat sich in den sechs Jahren bei DS Smith eine Reputation im Unternehmen aufgebaut. Weltweit umfasst die Vertriebsmannschaft im Bereich “Plastics” 150 Mitarbeiter. Davon kann Nicole nicht jeden einzelnen erreichen. Deshalb kommuniziert sie mit den vier Sales Direktoren der Business-Einheiten. Bei Bedarf begleitet sie auch Vertriebler im Außendienst Ein hohes Risiko Ursprünglich war Nicole für DS Smith als Sales Managerin tätig. Das brachte sie ins Key Account Management. Hier sah sie viel ungenutztes Potenzial. Ihre Vorstellung eines gelungenen Key Account Managements trug sie in einem Meeting auch dem Commercial Director und dem CEO vor. Das barg ein hohes Risiko, da sie gegen den Rat ihres Kollegen und ohne das Wissen ihres direkten Vorgesetzten handelte. Heute erklärt sie ihr Vorgehen wie folgt: “Wenn die Firma das nicht hören möchte, bin ich in der falschen Firma.”Der Schritt lohnte sich: Zwei Wochen später erhielt sie einen Anruf vom Commercial Director. Er beauftragte sie damit, eine neue Struktur ins Unternehmen zu bringen und Standards zu generieren. So wurde Nicole zunächst “Sales Development Manager”. In dieser Position übernahm sie auch die Projektleitung für die Einführung eines globalen Kundenmanagementsystems, was ihr schließlich den Titel “Commercial Excellence Director” einbrachte. Sales Excellence Drei Elemente braucht ein Verkäufer laut Nicole für Sales Excellence und somit für Erfolg: In Zeiten der Digitalisierung ist Persönlichkeit für Kontakte und eine langfristige Kundenbindung wichtig. Dafür benötigt der Verkäufer Empathie und Selbstreflexion. Der Verkäufer muss sein Produkt genau kennen. Das zeugt von Authentizität und funktioniert durch intensives Training. Neben dem Fachwissen erfordert der Verkauf spezielle Sales-Skills. Nicole kümmert sich im Unternehmen um das Training. Die Vertriebler müssen das Erlernte regelmäßig auffrischen, da die Impulse im Alltag sonst schnell vergessen werden. Als global tätiges Unternehmen hat DS Smith in vielen Ländern Vertriebsabteilungen. Höre jetzt rein und erfahre, welche Unterschiede Nicole diesbezüglich bereits erlebt hat.   Shownotes: Nicoles Aufgaben [1:07] Ihr Weg zum Commercial Excellence Director [11:35] Wichtige Elemente für Sales Excellence [21:20] Andere Länder – andere Verkaufssitten [30:00]