30
Jun 2022
0

Agfa HealthCare: Where are you today and how is it still used?

Willy Rosé, Head Marketing IT Europe & International, explains how the Buying Clock®, buyer personas, master slide deck and interactive marketing materials, are still used today within Agfa HealthCare.

He mentions amongst others, how this is used during onboarding of new commercial employees, and how it enables them to get quicker up to speed with the vision and allows them to speak the same ‘commercial language’. He also talks about how every marketing initiative that is being launched starts with the same perspective, Agfa adopted recently.

About Pascal Persyn

Pascal supports organisations in delivering commercial excellence in the areas of Sales Enablement, Content Strategy and Buyer Journey Enablement. His pet projects are about helping companies overcome challenges due to the empowered customer and thus evolving into buyer-aligned organisations. His executive experience in private, VC-backed and public companies enables doing the right thing at the right time with the right people. Don’t hesitate to contact Pascal for expert advice: pascal@perpetos.com

Other Customer Stories

Proactive approach to key accounts drives 18% increase in Net New Business

Proactive approach to key accounts drives 18% increase in Net New Business

Perpetos implemented a comprehensive Key Account Management program for a global industry leader in premium label solutions. The aim was to help the company approach their accounts in a proactive way, identify breakthroughs and convert those into follow-on activities. The program resulted in a growing pipeline, better sales conversion and a marked increase in market share.

Read More

From purchasing a CRM to a commercial excellence trajectory

From purchasing a CRM to a commercial excellence trajectory

When Pieter Morisse joined Lecot as Deputy CEO at the end of 2020, changing the CRM system was one of his first tasks. He gladly took on the assignment because it would allow him to learn how the organization worked right from the off. He had one condition, however: it should not only be about choosing and implementing a CRM package, but also about setting up a commercial excellence trajectory. In his view, software is only a side issue; what you actually do with that software is much more important.

Read More

Bekaert sharpens complex negotiation skills

Bekaert sharpens complex negotiation skills

Bekaert’s sales team, like many other sales teams, are experiencing customer conversations that are tougher than ever before. Nowadays, there is a FUD factor (Fear, Uncertainty, Doubt) at the negotiation table which puts more importance on being well prepared. Effective preparation includes having the right mindset, messaging, data and the appropriate skills to be ready for the tough conversations and negotiations.

Read More