This year's Global Sales Transformation theme is around the concept of Relationship Capitalisation.

A relatively new term, it is the process of capitalising on the value of client contracts and the network of people and organizations that represent employees’ clients, partners and suppliers.

It is explained as the value created and maintained by nurturing and managing good relationships and is, therefore, a predictor of the current and future value of (key) accounts and as such can be measured.

If the value of relationships is capitalised in an organisation’s balance sheet, the ‘why do we sell’, the ‘what do we sell’ and the ‘how do we sell’ become important.

This year's guest speakers are:

Ryan O'Sullivan - Industry Head, Professional Services at Introhive: "Where Value and Values Intersect"
Richard Haigh - Managing Director at Brand Finance: "The Science of Valueing Intangible Assets (Customer Relationships)"
Alf Janssen - Sales Director, Strategic Accounts at SAP: "Purpose Driven Partnerships"
Ofer Zilberman - Senior Director for Business Insights and Productivity at ServiceNow: "Predictive Analytics for Sales Forecasting"

Held at the illustrious London Stock Exchange, the day will look to provide educational insights into the topic, as well as inspire change in the way relationships are seen within an organisation.

To find out more about Consalia, please visit our website: www.consalia.com

Global Sales Transformation XVI: Relationship Capitalisation