Impact of Digital Technologies on future B2B - Robert Racine
Robert Racine is the Vice President of Global Sales Enablement at Wipro Ltd and the UK Head for Sales Enablement Unit.
Robert has over 34 years of experience working within the IT sector, having started his career in IT delivery with CGI. Robert has held various sales leadership roles at Oracle, SAP, EDS (through Revenue Storm) and TCS. Robert is now Vice President and Global Head of Sales Enablement with Wipro.
Over his career Robert has led numerous sales transformation programmes. As part of an enterprise wide initiative to transform sales at Wipro, Robert has put in place a new central function called ‘Global Sales Enablement’ to equip the organisation to deal with transformation and change effectively.
A global executive, he has broad experience in all aspects of revenue growth, including demand creation, deal shaping, sales management, and sales coaching. Robert has extensive on-the-ground operational experience from various base locations across Europe, North America, and India. He is also an experienced business excellence assessor using the Malcolm Baldrige framework.
Three key points to take away from the session:
- Match up Innovative capability to customers needs
- Invest for the longer term – don’t expect a fast payback
- Look to commercialise wider to lock in market share
9.30am - Tea/Coffee/biscuits & registration
10.00am - Welcome - Andy Hough/Ben Turner
10.15am – Impact of Digital technologies on future B2B – Robert Racine
11.00am – Debate with delegates
11.20am – Feedback, outcome, stance
11.45am – Networking & member exchange lunch
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Association Of Professional Sales
The Association Of Professional Sales is a not for profit organisation that has been created to work closely with the key thinkers and leading practitioners within the selling community developing knowledge that can be applied by all organisations and practitioners and those who are committed to improving the sales practice.