How to Improve the Sales Function During Integration

Sept 26, 2022 12:00 PM (CST)


Richard Dunkel
Global Head of Field Enablement at Celonis


"Sales is all about figuring out who your most likely target customers are within the universe." - Richard Dunkel

Before building a high-performing sales team, a leader needs to understand the complexities of the sales process in order to have a customer-focused operation. Be invested in the customer's success. Create a committed culture where the team understands and prioritizes customers' needs.

In this webinar, Richard Dunkel, Global Head of Field Enablement at Celonis, discusses how to improve the sales function during integration.

Key points

If the company purely relies on inbound sales, it's time to create an outbound pipeline. Building an outbound sales pipeline requires work before the sales team gets involved.

  1. Determine the company's target audience
  2. Target the right persona inside organizations
  3. Prioritize targets
  4. Determine the value proposition
  5. Determine how to reach the target audience

Watch webinar