Nicolas LIHOU
Marketing Director / Head of Sales Enablement for International B2B Companies
59 years old
Montpellier (34230) France
Unemployed
Available
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:
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.
Don’t hesitate to contact me.
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.
Don’t hesitate to contact me.
Head of Global Sales Enablement
Xerox Corporation
January 2015
to February 2018
United Kingdom
- Digital Transformations
- Sales Productivity
- Customer & Sales experiences
- Digital Selling ecosystem
Detailed Description
- 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.
