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 industrial 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. Transformational Go-To-Market models to support doubling revenue in 3-5 years:
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 provide extra lift
2. Aligning Sales Processes to a Powerful Playbook:
a. Translate standard sales processes into specific winning behaviors and repeatable, role-specific plays that scale
b. Create buyer personas and competitor battlecards that provide the information salespeople need to differentiate
c. Empower and train sales around techniques to overcome complexity and accelerate deal velocity
3. Enabling Sellers to Communicate True Value:
a. Define and quantify customer value propositions to clearly articulate economic, functional, and emotional benefits
b. Equip sales teams with value-based selling tools (ROI models, business cases, and storytelling frameworks) to shift conversations beyond price
c. Train sellers to diagnose customer needs deeply, link solutions to measurable outcomes, and confidently defend value in negotiations
