European Sales Conference 2018

01:00 p.m. - 05:45 p.m.

Sheraton Frankfurt Airport Hotel and Conference Center, Airport/Terminal 1, Hugo Eckener Ring 15 , Frankfurt am Main 60549 , Germany



Bringing tradition and digitalization together!

Digitalization is the topic that everyone is talking about: it is now reaching every area of business, particularly sales. But what does this mean for your sales organization? How can traditional sales methods be combined with new digital approaches? How can you ensure a successful transition? How can you tell the difference between important topics and mere buzzwords? And for which areas will more traditional sales practices remain the best option?

  • Nicolas Garcia, Group Commercial Director of Coface, uses the insurance industry as an example to demonstrate how sales excellence can be applied effectively.
  • Amadou Diallo, CEO of DHL Global Forwarding Middle East & Africa, then sheds some light on the myths and realities of online marketplaces as the most important online sales channels and offers some suggestions on how to operate these channels.
  • Dr. Georg Welbers, Omnichannel Marketing Director of Thomas Cook, discusses the digital maturity of different sales channels and media.
  • Dr. Georg Tacke, CEO of Simon-Kucher & Partners, presents the results of the Global Pricing and Sales Study 2017, which focuses heavily on digitalization: How do successful companies deal with the challenges and trends of digitalization?

During the industry-specific breakout sessions, you will have the opportunity to meet Simon-Kucher experts to discuss how digitalization is changing sales in your field and share your experiences with other business representatives.

We look forward to seeing you in April!

Please register by Wednesday, March 28, 2018. Your participation is free of charge. We will offer simultaneous interpreting in English. If you have any questions, please contact Ms. Charlotte Blixt at +49 228 9843 212 or at


1:00 p.m.
Registration and welcome coffee
1:30 p.m.
1:45 p.m.
Increasing B2B Salesforce Effectiveness - a Practice Report
2:05 p.m.
Running an Online Marketplace: Myths and Realities?
2:35 p.m.
Coffee break
3:00 p.m.
Breakout sessions
Automotive Suppliers

Negotiate Successfully with Purchasing Departments!

Digital Providers: Telcos and Energy

New Sales Concepts Through Digitalization: Five Ideas in Two-minute Elevator Pitches + Your Questions = 100% Added Value


More Sales and Revenue from a Market-oriented Sales Organization

Logistics & Business Services

Selling Services to Companies: What Needs to Change?

Consumer Goods

Channel Management for Consumer Goods Manufacturers in the Digital Age


From Self-onboarding to Tender Processes: Selling Software Successfully

Machinery & Systems Eng., Electronics

Hybrid Sales Structures at Industrial Companies in the Digital World


Well-thought-out Structures for Digital and Brick-and-mortar Sales: Winning New Customers and Expanding Existing Business

Chemicals & Materials

Turning the Customer Experience into a Competitive Advantage

3:45 p.m.
Coffee break
4:15 p.m.
Assessing digital maturity – Tech, Web, and Apps?
4:45 p.m.
Digitalization: “Think Big, Start Smart”
5:30 p.m.
5:45 p.m.
Cocktails and snacks