Sumários

Managing Diversity in Sales Management

13 Fevereiro 2023, 11:00 • Rita Sousa

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

13 Fevereiro 2023, 09:30 • Rita Sousa

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

10 Fevereiro 2023, 11:00 • Rita Sousa

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

10 Fevereiro 2023, 09:30 • Rita Sousa

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

6 Fevereiro 2023, 11:00 • Rita Sousa