We are halfway through 2026 and continue to face market uncertainty, geopolitical pressures, and shifting demand across the industrial sector. At the same time, artificial intelligence is reshaping how companies operate, creating both new growth opportunities and competitive risks. In response, organizations are placing greater emphasis on value realization, pricing discipline, and sharper commercial execution. Some companies highlighted in Simon-Kucher’s Future of Sales research have already repositioned through targeted investments and are seeing improved performance, while others are still determining how best to adapt.
These dynamics have shaped the agenda for this year’s roundtable, with a focus on how B2B organizations can transform go-to-market models, strengthen sales processes, and better equip sellers to communicate and capture value.
This session will provide practical insights into leading approaches across go-to-market strategy, sales playbooks, and value-based selling. Through a highly interactive format, participants will share perspectives, challenge assumptions, and walk away with actionable ideas to accelerate performance in the second half of the year.
1. Translating Hyper-Growth Goals into Scalable GTM Models
a. Understand how an aggressive investment thesis or organic BHAG impacts planning and motivation.
b. Outline methods for cascading goals throughout a commercial organization to build support and alignment.
c. Review sales strategies, marketing initiatives, pricing models, incentives, and deployment plans that accelerate growth.
2. Leading Practices from Top-Performing Sales Organizations
a. Explore key findings from Simon-Kucher's 2026 Global B2B Sales Survey.
b. Benchmark your organization against top-performing commercial leaders across growth and profitability cohorts.
c. Identify the commercial investments, sales practices, and emerging AI trends driving outperformance.
3. Leading Teams to Win and Sell on Value
a. Build a value-selling culture through effective leadership, coaching, and talent development.
b. Equip sellers with the tools and frameworks to articulate, quantify, and defend customer value.
c. Enable teams to consistently win on value by linking customer outcomes to measurable business impact.
4. Aligning Sales Processes to Build a High-Impact Playbook
a. Translate standard sales processes into repeatable, role-specific winning behaviors.
b. Develop buyer personas, competitor battlecards, and playbooks that help sellers differentiate.
c. Empower sales teams with the coaching, tools, and techniques needed to accelerate deal velocity.
