Events

Sean Wu founded and runs two software companies, Cuberithm Inc. in Winnipeg and ZhiHuo Software in Beijing, improving efficiency in manufacturing and logistics. He also brings seven years of experience in business development and sales management from the IP & Science business of Thomson Reuters (now Clarivate).

The Talk

This session gives founders an overview of how B2B sales operations work in larger corporations. It covers the fundamentals of lead generation, lead qualification and the sales pipeline, and explains the roles of Account Manager, Key Account Manager, Account Development Manager and Inside Sales. It also walks through pipeline reviews and sales forecasting.

Turning to the customer side, the session examines how organizations make purchasing decisions and what characterizes the economic buyer and the technical buyer. It also compares key concepts such as market share, mind share and pocket share.

Designed as an introduction for business founders, the session offers exposure to a mature sales operation and a reference point for deciding how to set up their own sales function and allocate resources.