The team at Consalia are excited to announce that this year’s Global Sales Transformation (GST) event will be going ahead at its usual location, The London Stock Exchange on Thursday 7th October 2021. The event is being brought to you by Consalia, Middlesex University, Introhive and Brand Finance.
The theme of this year’s GST event is Relationship Capitalisation - but what is this concept?
A relatively new term, Relationship Capitalisation is described as the process of capitalising the value of client contracts and the network of people and organisations that represent employees’ clients, partners and suppliers. It is explained as the value created and maintained by nurturing and managing good relationships. It is therefore a predictor of the current and future value of (key) accounts and as such can be measured.
If the value of relationships is capitalised in an organisation’s balance sheet, the ‘why do we sell’, the ‘what do we sell’ and the ‘how do we sell’ become important. These questions not only matter to customers but will also matter to other departments such as Finance.
This year’s confirmed guest speakers are:
- Ryan O’Sullivan - Industry Head, Professional Services at Introhive: "Where Value and Values Intersect"
- Richard Haigh - Managing Director at Brand Finance: "The Science of Valuing Intangible Assets (Customer Relationships)"
- Alf Janssen - Sales Director, Strategic Accounts at SAP: "Purpose Driven Partnerships"
- Ofer Zilberman - Senior Director for Business Insights and Productivity at ServiceNow: "Predictive analytics for Sales Forecasting"
With these past few unprecedented 18 months, we are looking forward to welcoming you to the event and sharing educational insights into how you can inspire your organisations for the future.
For more information about the event, including details on this year’s guest speakers and their talks, as well as videos from previous GST events, visit the Global Sales Transformation XVI page below.