Sumários
Managing Diversity in Sales Management
26 Fevereiro 2024, 11:00 • Luís Miguel Justino
Managing Diversity in Sales Management
What is Diversity?
The 4 Layers of Diversity
The dimensions of diversity
Surface and Deep-Level Diversity
Benefits and Barriers
The Benefits of Diversity
The Barriers to Diversity
Diversity in Companies
Good and Bad Practices of Diversity
The Difference Between Good and Bad Practices
Sales Management and the Importance of Diversity
Internal Relationship
External Relationship
Diversity today
Selling in B2B Turmas
26 Fevereiro 2024, 09:30 • Luís Miguel Justino
Selling in B2B
Selling in B2B
The Main Differences of B2B When Compared to B2C?
Customer Value Proposition
B2B Sales Cycle
How Does the B2B Sales Process Work?
Identification Of New Business Opportunities
Relationship Management
Digitalization and B2B Sales
Importance of Data and Analytics
Importance of Social Media in B2B Sales Context
Challenges and Risks in B2B
Benefits and Opportunities in B2B
Best Practices in B2B
Successful B2B businesses
B2B Marketing Examples
Best examples of B2B strategies
B2B in the Future
Selling After Crisis
23 Fevereiro 2024, 11:00 • Luís Miguel Justino
Selling After Crisis
WHAT IS A CRISIS?
Definition of Crisis
Types of Crises
Stages of a Crisis
FACING A CRISIS
Preventive Measures
Reactive Measures
Effective Crisis Management
SALES FORCE MANAGEMENT IN VUCA TIMES
Managing Structure
Managing People
Managing Customers and Customer Relationships
THRIVING AFTER CRISIS
Aligning Marketing and Sales
23 Fevereiro 2024, 09:30 • Luís Miguel Justino
Aligning Marketing and Sales Turmas: MMA1 (MM)
The Marketing and Sales Departments
Sales Department
What does sales do for marketing?
What does marketing do for sales?
Aligning the Strategy
What is Sales and Marketing Alignment? - Smarketing
The Evolution of Smarketing
The Importance of Aligning the Marketing and Sales Department
How to Align Sales and Marketing
Challenges
Advices
Selling After Crisis
19 Fevereiro 2024, 11:00 • Luís Miguel Justino
Selling After Crisis
WHAT IS A CRISIS?
Definition of Crisis
Types of Crises
Stages of a Crisis
FACING A CRISIS
Preventive Measures
Reactive Measures
Effective Crisis Management
SALES FORCE MANAGEMENT IN VUCA TIMES
Managing Structure
Managing People
Managing Customers and Customer Relationships
THRIVING AFTER CRISIS