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After having worked across industries on their sales excellence, Kaushik Ghatak has seen 𝐭𝐰𝐨 𝐜𝐨𝐧𝐬𝐢𝐬𝐭𝐞𝐧𝐭 𝐝𝐢𝐦𝐞𝐧𝐬𝐢𝐨𝐧𝐬 𝐟𝐨𝐫 𝐬𝐚𝐥𝐞𝐬 𝐬𝐮𝐜𝐜𝐞𝐬𝐬. "𝘐'𝘷𝘦 𝘴𝘦𝘦𝘯 𝘤𝘰𝘮𝘱𝘢𝘯𝘪𝘦𝘴 𝘸𝘩𝘰 𝘩𝘢𝘷𝘦 𝘮𝘢𝘯𝘢𝘨𝘦𝘥 𝘵𝘰 𝘥𝘰 𝘣𝘰𝘵𝘩 𝘢𝘯𝘥 (𝘵𝘩𝘦𝘺) 𝘢𝘳𝘦 𝘵𝘩𝘦 𝘰𝘯𝘦𝘴 𝘸𝘩𝘰 𝘢𝘳𝘦 𝘨𝘦𝘵𝘵𝘪𝘯𝘨 𝘣𝘦𝘵𝘵𝘦𝘳 𝘸𝘪𝘯 𝘳𝘢𝘵𝘦𝘴, 𝘣𝘦𝘵𝘵𝘦𝘳 𝘲𝘶𝘰𝘵𝘢 𝘢𝘵𝘵𝘢𝘪𝘯𝘮𝘦𝘯𝘵, 𝘩𝘪𝘨𝘩𝘦𝘳 𝘴𝘢𝘭𝘦𝘴 𝘱𝘳𝘰𝘥𝘶𝘤𝘵𝘪𝘷𝘪𝘵𝘺 ..." We also held an incredible webinar with Kaushik Ghatak on elevating your sales conversations from price to value - contact Ysidora Y. for the video recording and slides! Learn more at https://lnkd.in/gxu2JjU7 Commercial Excellence Partners AJ Boelens Vimal Kumar Rai Ysidora Y. Alvin Ng Mette Johansson Kaushik Ghatak Rob Thurner @Markus Leonhard Keiper Evonne Fouesnant-Ong #commercialexcellence #cep  #customercentricity #innovation  #marketingexcellence #salesexcellence #marketing #sales #customerexperience #customerexcellence #serviceexcellence #servicedesign #customersegmentation #customervalue

Check out a have a fascinating interview with Hermann Handa, Director of Sales Effectiveness at FCT and a founding member of the Revenue Enablement Society. Close Mode host Brian Dietmeyer engages Hermann in a deep dive into the world of competitive enablement, exploring its definition, best practices, and its critical role in sales. Together, they uncover the importance of executive buy-in, objective competitive analysis, effective practice strategies, and the vital role of customer benefits in competitive enablement. Join us to gain valuable insights into the rapidly evolving landscape of competitive sales and how to secure more wins in competitive deals. https://lnkd.in/d5Q2psqW #closestrong #closemode

Another great addition to the growing team at OrbitMI Inc. Welcome Alexander Bjørkheim If you are in  #maritime and have an interest in the topics below, please connect with me or any of my colleagues. Are you ready to join our team? #decarbonisation  #decarbonization  #artificialintelligence hashtag#AI #shipping  #supplychains  #sustainability  #logistics  #optimisation #optimization  #compliance  #gettingthingsdone

[𝐀𝐧𝐧𝐨𝐮𝐧𝐜𝐞𝐦𝐞𝐧𝐭] The CxO Roundtable: Sales Strategy to Revenue Reality is live. (our last 2 editions got sold out) Momentum is often lost between false starts, leaky pipelines and low morale. We will identify the hidden inhibitors, while also amplifying the accelerators that can best bridge the gap between sales strategy and revenue results. The intention is to create a fast-moving sales force that doesn’t fall into the trap of overwhelm or burnout. To articulate this, we are hosting the 3rd edition of the CxO Sales Roundtable in Singapore. Here is our exciting format: - You confidentially submit 1 question that you’d like to get answered. - During the event, we bring them out and have a facilitated discussion. - We collectively share insights that can move the needle forward. Our intention is to elevate your sales results from good to great to world class. Our first two sold-out roundtables were an elite gathering of VPs, GMs, Country Managers, Chief Sales Officers & Senior Management. So rest assured, you will be amongst a group of peers. How can you register? RSVP to this event on LinkedIn & our team will reach out to you to confirm if it’s the right fit. We are limiting this to 20 seats and will be charging SGD$45 as a nominal event fee to cover venue related costs. 👉 https://lnkd.in/gR_797Ep

Check out this fascinating interview with Hermann Handa, Director of Sales Effectiveness at FCT and a founding member of the Revenue Enablement Society. Gain valuable insights into the world of competitive enablement, exploring its definition, best practices, and its critical role in sales. Together, uncover the importance of executive buy-in, objective competitive analysis, effective practice strategies, and the vital role of customer benefits in competitive enablement. Learn how to navigate the rapidly evolving landscape of competitive sales and secure more wins in competitive deals. [Link to the interview: https://lnkd.in/e9azCThe] #closemode #closemoredeals #enterprisesales #revenueenablement #salesenablement

As an executive responsible for driving the commercial function, are you interested in: 🍀 Boosting Team morale 💰 Driving performance and results 💪 Creating long-term impact Then you should join our upcoming webinar on November 13th...don't take my word for it, listen to one of our Executive Partners who knows how valuable our insights are and has been in your shoes!

It's that time of year again!! National Sales Meetings are right around the corner. If you are interested in hearing more on how to maximize your NSM checkout the below webinar!

For a considerable period in my career (#SAPValueEngineering, #OracleInsight) I have worked with sales teams to drive key account relationships and help build credibility with senior level decision makers. Quite successfully, if I may say so. One of my key learnings has been the value of engaging early, and engaging at higher levels of the organization. Easier said than done, one may say. But definitely possible. And the only way to do so is to differentiate based on demonstrating value, and establishing credibility every step of the way. Developing empathy for your customer, getting into his/her shoes and seeing the world as they see it, is KEY. Because nothing disappoints a customer more than the realization that you have not taken the effort to understand their business. And conversely, nothing impresses a customer more than when they realize that you are contributing well considered point of views based on a keen understanding of their business challenges and priorities. The world around us may be changing fast, but the basics have not changed. People buy from people, and buy from people whom they trust. That takes a change in mindset, that takes effort, but nothing is more rewarding than when one has developed a trusted relationship with senior stakeholders. And by the way, it also helps in improving win rates, accelerating sales cycles, increasing deal sizes, reducing discounts and all the other parameters that the sellers are measured by 😊. Vimal Kumar Rai AJ Boelens Ysidora Y. Evonne Fouesnant-Ong Arnab Dasgupta Markus Leonhard Keiper Alvin Ng Mette Johansson Rob Thurner Commercial Excellence Partners Virender Aggarwal Amit Gupta Ullrich Loeffler Sash Mukherjee

I enjoyed the panel discussion yesterday at Reuters pharma 2024 . I discussed the evolution of the Key customer engagement model and the new competencies necessary to create value for our stakeholders I gave the message below : - The traditional transactional sales rep model is outdated and many learnings can be taken from the Rare disease space -Competition is becoming more intense and diversified ( new modalities are reaching the market quickly, new brands reach peak sales 18 months earlier, 50% of new drugs will be launched by biotechs at their first launch in the next decade) - HCP digital literacy is increasing (by 2025 2/3 of HCP will be millennials used to social media, sales attributed to sole F2F iteractions are declining stadly after launch and in some TA decline to 10% ) - Patients are claiming control of their disease with at home diagnosics and treatment administration, remote disease monitoring with digital wereables etc The consequence is that the customer facing and KAM roles should be redefined towards a more medical forward engagement that brings value to HCPs with new capabilities ( patient support service liaisons, Nurse educators , diagnostic liaisons, population health experts). Some companies in Rare are upskilling their medical customer facing teams combining these new set of skills with robust access competencies Traditional companies are investing less than 5 % of their revenues in patients support programs , it is different in Rare where patients need high patient support services due to their complex conditions , limited HCP disease management expertise and digital iteractions with care givers and patients are at the cornerstone . Companies need to revisit their customer engagement model, up-skill their customer facing force and invest in new services that leverage new tech solutions and ultimately deliver more value for patients and the entire disease care ecosystem.

How does your organistaion define KAM? Does it distinguish between two related but very distinct types of KAM: Account-based selling and Strategic account management? If KAM is treated as one homogenous thing, then chances are execution will be suffering and impact significantly diluted. To learn more about these two models and how to enable them both within your organisation - as both are important and needed - then check out our latest point of view... https://lnkd.in/eZZqabXy #veevabusinessconsulting #KAM