Dennis Spillecke
Tom Pisello
DIGITAL STRATEGY
Dennis Spillecke
TITLE : SENIOR PARTNER COMPANY : MCKINSEY & COMPANY
Based in Cologne , Germany , Spillecke co-leads the Marketing and Sales Practice in Western Europe and helps clients to run customer-centric transformations , build marketing analytics capabilities , and set up the marketing function in the digital age . Recognising the benefits of digital selling Spurred on by the pandemic , B2B sales and marketing teams are recognising the opportunities that increased digitisation brings , from better sales efficiency and transparency to being more insightled , says Spillecke , and this is leading to greater agility , with companies responding to the insights gained and being more flexible about how sales resources are deployed , which together improves “ the efficiency and success of the sales team ”.
Such an approach , adds Spillecke , “ requires systems to be connected to share information , which is not only beneficial to the salesperson but also to the wider sales team , marketing and other functions , creating an ecosystem that is focused on understanding customers and their needs and not just improving the processes for salespeople ”.
Tom Pisello
TITLE : CHIEF EVANGELIST COMPANY : MEDIAFLY
Tom ‘ The ROI Guy ’ Pisello is an entrepreneur , speaker and author of the book Evolved Selling : Optimising Sales Enablement in the Age of Frugalnomics . He joined the Mediafly team in 2018 through the acquisition of the company he founded and led , Alinean Inc . and as Chief Evangelist , he is responsible for developing new practices for sellers and marketers to communicate and quantify business value to increasingly frugal buyers . businesschief . eu 141