How do you achieve maximum effect with minimum means? In his session Pablo Dominguez will provide a field-tested approach to delivering superior customer value by removing the potential inhibitors to organizational scale and speed, by drawing on lean-based methods. To do so, he’ll use his SCALE framework: Strategic speed, Constant Experimentation, Accelerated Value, Lean process and Esprit de corps.

In today's fast-paced business environment, generating leads is essential for driving growth and revenue. However, the sheer volume of leads can quickly become overwhelming, leaving sales teams feeling overworked and underproductive. In this keynote, we'll explore the power of focused lead qualification and how it can help businesses overcome this challenge. Attendees will learn how to implement a lead qualification process that allows them to prioritize leads, focus their efforts on the most promising prospects, and ultimately increase their conversion rates. We'll discuss the importance of understanding your ideal customer profile, developing a lead scoring system, and using automation tools to streamline the qualification process. Through real-life examples and case studies, attendees will gain a deeper understanding of how focused lead qualification can transform their sales process and drive business success.

When we look at the technology stack, we will see that in companies, through history - when it comes to technology - value was created every time, the business or the company stepped up in the technology stack. The ultimate goal with the stack should be to evolve into an ecosystem. That evolution is not merely in marketing and communication technology, but transgresses into all departments of the company: sales, finance, HR, customer support,... All these individual stacks produce data sets. It is only when this data remains within the silos of the individual departments, we miss the unique opportunity to uncover interesting correlations. Hence the plea to move to a new method of "blended data" by harnessing data and letting all systems flow into a data ecosystem.

Success in sales can be engineered. Learn from 3 CEO’s how by applying learnings and insights from the field became multipliers for their results. In this session you’ll learn about the importance of focussing on the right things in order to grow your organization and achieve double-digit year-over-year growth. The session will be moderated by Jeroen VG, Partner at Fortino and celebrated Sales Leader.

SDRs are the lifeblood of any successful sales organization. However, finding and hiring top-performing SDRs can be a challenging task. In this keynote, we'll explore the blueprint for finding top-performing SDRs. Attendees will learn the essential skills, qualities, and traits that are necessary for success in this critical role. We'll discuss topics like the importance of hiring for cultural fit and utilizing the right assessments to evaluate candidate potential. Through real-life examples and case studies, attendees will gain a deeper understanding of how to find and hire the best SDRs for their organization.

What makes a great salesperson? Or a master marketer? This talk shares a proven messaging methodology rooted in brain science and built on experience at companies including Apple and Showpad. Learn how what you say can unlock the untapped business potential of sales, marketing, and even customer success.

“How does the C-level make buying decisions and what’s the most effective way to sell to them?” This is the main challenge that will be tackled during this session. Michael Custers (CMO), Ingrid De Clercq (CHRO) and Stijn Christiaens (CDO) will talk about their experiences with sales professionals, how they like to interact during their buying process and what’s important to them when making a buying decision. Peter Snauwaert will guide the conversation and make sure we get an understanding of what it takes to become a top seller towards C-level.

The role of the partner has evolved, therefore Cisco had to completely rethink their channel sales approach. Elisabeth will share her insights on why it's more important than ever to build strong alliances in today's business environment and how to identify the right partners, build trust, and create value for your customers through collaboration.

Will the SDR still exist in the future? We believe the role of an SDR will stay vital for a sales organization, but he’ll have to adapt to the latest advancements in technology, in order to stay relevant. SDRs will have to leverage the newest tools that help them with topics like: lookalike companies, contextual based semantic search and AI generated cold emails.

A well-structured sales compensation plan can motivate and drive your sales team to success, but getting it right can be a challenge. In this session, we'll explore the key elements to consider when designing a sales compensation plan, including base salary, commissions, bonuses, and other incentives. We'll also discuss how to align your sales compensation plan with your business objectives and sales strategy. Join us to learn how to create a sales compensation plan that drives results and motivates your sales team.

Raising capital is an important step in the development of every company and it’s also a crucial step in the growth of the sales organization. Once the capital is there and you need to scale, how do you do it exactly? PJ Bouten and Lorenz Bogaert will talk about their formulas in order to scale your sales organization. Sébastien Deletaille will ask them questions about topics like: sales leadership, metric, hiring, sales processes,... Ready to scale your sales operations?

As technology continues to transform the sales landscape, it's easy to forget the critical role that human connection and empathy play in building lasting relationships with customers. In this keynote, we'll explore the human aspect of the modern sales force and why it's more important than ever before.  Attendees will learn how to leverage technology to enhance the customer experience while maintaining a human touch. Through real-life examples and academic studies, attendees will gain a deeper understanding of how to balance the use of technology with the importance of human connection in driving sales success.

Odoo has a unique commercial strategy & structure that allowed them to grow 60% year-over-year for the past 10 years. Sébastien will explain the direct and indirect commercial approach that is used in order to achieve such consistent growth. He’ll give a breakdown on why this strategy worked for them, what’s needed in order to put this into place and how you can implement the strategy yourself.

Scaling a sales organization can be a daunting task, and as a business grows, it becomes increasingly difficult to maintain consistency and achieve sales targets. In this keynote, we'll explore the power of different revenue playbooks and how they can help organizations scale for success while reducing stress. Attendees will learn how to develop revenue playbooks that provide a clear roadmap for the entire sales organization, from lead generation to deal closing. Through real-life examples and case studies, attendees will gain a deeper understanding of how revenue playbooks can transform the sales process and enable organizations to scale for success.

In a rapidly changing world, it can be difficult to anticipate what lies ahead. But relying solely on fate is not a viable path to success. This session will explore how to cultivate a growth mindset and culture, which is essential for thriving amidst uncertainty. We'll discuss the critical role of leadership in creating an environment that values growth, not only for individuals but for the entire organization. Join us to discover actionable insights on how to foster a culture that embraces change and supports continuous learning and development. Learn how to inspire your team to adopt a growth mindset and unleash their full potential.

Because your prospects should have been your customers Already. Exclusive on our stage Michael Humblet will launch his latest WHY NOW book that answers several major questions: How do I create the ultimate sales pitch and how do I tailor my sales and closing techniques to the needs of my prospects. Erendiz Ates will join the stage to explain how you can leverage LInkedIn to close your deals faster.

The success of a large deal is almost always reliant on a handful of individuals who can orchestrate them well. This issue is the rainmaker dependency. You can solve this by building systems around these rainmakers and scale their efforts. In his session, Christopher will lay-out this deal-centric approach and how you can use them for your mega deals.