Sales is being fundamentally impacted as businesses change the way they buy. Business-to-business buyers are increasingly behaving like consumers — taking advantage of self-service digital channels to shape how they learn about and purchase products & services.
With a very strong knowledge in digital transformation and a practical approach to sales improvement, I have set up the Sales Enablement activity for Xerox Corporation in order to help the sales forces to embrace digital selling.
To support this transformation, I initiated and managed with my teams the following activities:
Social Selling using LinkedIn Sales Navigator and LinkedIn Elevate
Sales Mobility using Showpad
Sales content development
Sales portal development & management
Innovation Centres creation
Business Intelligence using DOMO.
Automated communication using Marketo
I have an international experience from having lived and worked in the UK and commuted widely across the USA. An experienced leader with a proven track record in business and associated programs, I am now looking for new opportunities in my career.
Social selling using Sales Navigator and LinkedIn Elevate, we deployed Social Selling worldwide for the Xerox group. Results: 55% of deals won influenced by Social Selling and a 32% higher win rate when deals are sourced through Social Selling channels.
Sales Mobility Using Showpad to better present and share content with customers Results: Better Sales conversations, exceptional feedback from the users “best tool ever”.
Sales content and the development of cutting edge Sales tools, simulators, videos and industry specific customer presentations. Results: All of these developments are in the top 20 global usage.
Sales portal (SMART Centre web) development on Ektron/EPiServer to centralise a one-stop shop source of Sales and Marketing resources. Results: 10.000+ users worldwide, 70k assets, 26 languages, CRN award in 2015 in London.
Innovation Centres. We transformed the traditional equipment showrooms into interactive Briefing Centres. Results: $3M savings out of $5M over 3 years and exceptional feedback from both customers and Sales about the new client experience – benchmark in the industry.
Business Intelligence using DOMO. We built Sales Enablement dashboards to make smarter and faster decisions for a better sales productivity and ROI.
Automated communication. Learning from Digital Marketing practices, we used Marketo to execute personalised communication and knowledge development actions to our sales populations.
