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Stalled deals. Deals moving too slowly. Missing revenue targets. These are common challenges faced by sales leaders and their teams, further magnified by unpredictable market conditions resulting from the pandemic. So what are the world-class practices in accelerating sales and uplifting pipeline performance? The good news is there are proven models to crisis-proof your sales organisation.
On this webinar, Gabriel Tsavaris, Head of Sales Transformation APAC at Korn Ferry, shares research-based insights on the 3 defining practices for B2B sales acceleration aligned to these pillars:
- Sales talent
- Data and analytics
- Customer centricity
Seismic APJ CMO and Head of Business Development, Iris Chan, provides examples of how organisations have achieved measurable improvement in sales results by putting these guiding principles into practice.
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Head of Sales Transformation APAC, Korn Ferry
Gabriel has been selling in the B2B market for over 20 years where he has worked for organizations such as AMEX, Optus and Bank of America. Gabriel recently joined Korn Ferry to lead the APAC Sales Transformation practice, building on his role at Miller Heiman Group (MHG) where he had the responsibility of being the commercial head for the professional services team in APAC. Gabriel was previously the regional director for CEB and Challenger where he was instrumental in setting up the professional services business for this region. A recognised thought leader and industry influencer, Gabriel regularly speaks at B2B Sales & Marketing forums and is also a guest lecturer at the Sydney Business School where he provides industry trends and insights to the Executive MBA class.
CMO and Head of Business Development, APAC and Japan, Seismic
Iris Chan is responsible for leading the regional marketing strategy and function for Asia Pacific and Japan (APJ) at Seismic. She has also expanded her role to become the APJ Head of Business Development. With over 20 years’ experience in the B2B technology industry, Iris’ past marketing and sales enablement leadership roles include: CMO of sales acceleration software startup FusionGrove, Head of Marketing at IBM Digital Business Group and Head of Sales Enablement for Asia Pacific at Cisco. Iris is also the Australia Chapter President of the Sales Enablement Society. Iris holds a Bachelor of Arts degree in Mass Communications from the National University of Singapore.
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