The ESADE Alumni Aragón Club is pleased to invite you to 'CEO in B2B? Overhaul your business to sell to other businesses', a talk by Oscar Torres, director of the Executive Education B2B Management Programme and professor on the ESADE Executive MBA.
Prior to the crisis of 2009, businesses selling to other businesses (B2B) devoted most of their efforts to watching their handling of great market demand. In the lean years that followed, however, orders were no longer driven by demand: demand had to be created. This was when many CEOs and managing directors of B2B companies discovered that they lacked an essential skill: the ability to focus their company on B2B business. Processes had been completely streamlined but sales had been overlooked! The managers of B2B companies realised that they did not have to merely improve their sales department but to overhaul their company in order to sell more, with less effort and more predictably.
Oscar Torres is the director of the Executive Education B2B Management Programme at ESADE Business School, professor on the Executive MBA at ESADE and on the Executive MBA at the Shanghai Advanced Institute of Finance, president of AEMAVE B2B (Spain’s B2B marketing and sales association). He gained his experience in B2B sales at SolidWorks, a company belonging to the Dassault Systemes corporation where he is now senior director of Worldwide Partner Development. He is also the founder of the B2B consultancy group JustB2B.
Torres is well versed in the change management involved in overhauling B2B companies to enable them to develop better, more predictable business.
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