B2B Sales Force Strategy & Effectiveness in the Digital Age
Saket Mishra
"Today’s dynamic B2B and B2B2C sales environments are creating unprecedented opportunities for leadership teams at product manufacturers and service providers alike. Evolving customer buying processes and expectations are requiring new ways of engaging customers and maximizing sales force performance.
This change is wide-reaching. Digital and AI are changing “what” and “how” organizations sell and enable their customer-facing teams. Coordinating sales and marketing across channels is essential to delivering an outstanding customer experience. And nearly every aspect of sales force design and effectiveness is being re-envisioned.
Taught by seasoned Kellogg sales faculty and expert practitioners, you’ll uncover critical insight into today’s leading practices for B2B sales strategy design and sales force performance maximization. The program uniquely connects sales strategy, omni-channel orchestration, sales force design and downstream effectiveness practices to maximize growth and profitability. It enables leaders to develop and implement winning strategies while collaborating effectively with their commercial counterparts and teams."