Date: 12 May 2015, 8:30 - 12:30
Host: Saxo Bank, Philip Heymans Allé 15, 2900 Hellerup
3 great cases, including B2B SALES – AMERICAN STYLE, and more
Go-to marketing: successful commercialisation in a competitive world, by Jakob Mohr Christensen, MKS Umetrics
Sales American Style, by Michael Rasmussen, IBM
The story or the sell, by Philip Macartney, Saxo Bank
This event presented three industry practitioners sharing their knowledge about how marketing can directly influence better sales results. Thanks for joining us and learning from their experience! We’re pleased to have presented this THINK INTERNATIONAL event in collaboration with Eye for Image and Saxo Bank.
Croissants & networking
B2B sales American-style: Building marketing support for sales excellence
Michael Rasmussen, Director, Strategic Outsourcing Sales, IBM
The development of modern sales management is a uniquely American story. But today, ‘sales excellence’ approaches are practiced around the world by the likes of Accenture, IBM and Computer Associates. Michael Rasmussen is an IT industry hard-hitter currently responsible for a revenue budget of USD 1 billion. He works with the cutting edge of sales excellence, blending B2B buyer psychology with sophisticated B2B customer analysis and tough deal-making skills to deliver on his budgets time and time again. Drawing on 20 years in top sales jobs, he told the inside story of the salesperson’s world, and used sales excellence principles to explain how marketers can directly support and facilitate better sales results.
Go-to-Marketing: Successful Commercialization in a competitive world
Jakob Mohr Christensen, General Manager, MKS Umetrics
In an increasingly complex global business environment, it is essential that the entire business is focused on providing maximum value to customers. It is no longer just the Sales department’s responsibility. Every department has a part to play, and it demands an attitude of commercialization as well as understanding of different cultures and how this all impacts customer behavior. Jakob Mohr Christensen has lengthy sales, marketing and business management experience within pharma, medico and now data analysis solutions, and he talked about what changes are necessary for a B2B company to adopt commercialization as a business driver in a global world.
Generating sales through great content
Philip Macartney, Head of Digital Acquisition and Social at Saxo Bank
In 2009, Saxo Bank innovated content marketing in the finance and investment banking sector with TradingFloor.com, where they openly published insights from their industry-leading analysts on the website. Today, Tradingfloor.com is more than just a content platform, it is now an integrated member community, social network and facilitates live trading of currencies. Above all, it’s a key sales generator, fuelled by a content-building and distribution strategy that covers everything from attracting new business from search engines to promoting brand loyalty and customer advocacy. Back (quite literally) by popular demand, Philip’s performance at the last Think International seminar was such a success that we asked him to tell us more…
Light networking lunch
We look forward to welcoming you!