Event series

Go-to-market Gamechanger Forum

Courageous Sales Growth 2024

With complex value chains, industrial companies are facing severe challenges, including the ongoing economic uncertainties, higher energy prices, continuing inflation, as well as labor shortages that threaten the product and service offering of companies. This combination of factors creates risks but also provides opportunities.

At a time of crisis, decision makers have a chance to step back and to review the existing Go-to-Market approach along its structures, operations, and processes.

The Go-to-Market Gamechanger Forum brings together McKinsey experts and the industry’s leading practitioners to share perspectives and discuss potential solutions from their daily work – with the 2024 focus on “Courageous Growth”.

Series Overview

In this series of events, we will explore industrial Go-to-Market strategies that support resilient growth. Leading industry experts will share their experiences and participate in live problem-solving sessions, helping to shape Go-to-Market strategies tailored to the current macro-economic environment.

Join us for this series of 30-minute sessions from February to December 2024. Each session will feature an expert panel and include brief perspectives from McKinsey and industry experts as well as an in-depth Q&A. Complimentary registration is on a first-come, first-served basis.

Our 2024 series revolves around the riveting theme of fostering “Courageous Sales Growth 2024". Throughout this journey, we'll explore the key enablers and drivers of this bold initiative, delving into novel territories such as GenAI and Agile Sales strategies, while also revisiting timeless subjects like Key Account Management and the optimal utilization of growth-centric tools.

OUR 2024 EVENTS

All webinars will start at 12PM CET.
Friday 16 February
GenAI one year later: Analyzing how Gen AI has changed the way we enable sales growth
In our first session of the year, we learn how Global leaders are already leveraging GenAI today to unlock the next frontier of productivity gains across Sales and Marketing. Join us for this first 2024 Go-to-market GameChanger Forum and learn form two distinct industry leaders how GenAI has transformed their business.
Friday 12 April
Revealing the opportunity of rapid lead generation and conversion via integrated lead management
In the second session of our ongoing series, we deep-dive into best-in-class lead management practices and share learnings from tech enabled commercial win rooms. Join us for our second 2024 Go-to-Market GameChanger Forum to learn from industry leaders how to embark on the opportunity of rapid lead generation and conversion via integrated lead management.
Friday 7 June
Exploring the Power of disruptive Key Account Management and Negotiation Strategies in driving growth
In the third session of our ongoing series, we share how Key Account Managers use data and analytics to transform the relationship with their customers and unlock growth through optimizing negotiation processes. Join us and listen to first-hand case studies by Sales leaders who detail how they implemented their disruptive approach to Key Account Management.
Friday 6 September
Unveiling the Power of X-as-a-Service business models in driving commercial growth
In the fourth session of our ongoing series, we investigate the potential of “anything-as-a-service" – learning how businesses tap additional sources of growth by enhancing their product portfolio with additional subscription services through cloud technology. Join us for inspiring case studies by industry leaders who uncovered new revenue sources though enhanced service offerings.
Friday 8 November
Harnessing the potential of efficient CRM tools to capture growth potential
In the fifth session of our ongoing series, we deep-dive into CRM tools as critical enablers of growth – ensuring that customer data can be efficiently gathered and turned into meaningful insights through advanced analytics. Listen to our industry leaders in Sales who share personal experiences and bring the full potential of efficient CRM tools to life.
Friday 6 December
Unlocking the potential of agile formats (e.g., Sales Win rooms) to foster courageous growth
In the last session of 2024, we investigate Agile ways of working in Sales and illustrate how Sales Win rooms can empower the team and unlock new momentum for growth. Join us for this first 2024 Go-to-market GameChanger Forum and learn how our Sales leaders transformed their organizations implementing Agile.

MEET OUR TEAM

Partner, Munich
David Sprengel
Helps B2B and B2B2C companies achieve profitable growth through expertise in Go-to-Market strategies, sales effectiveness, sales-push programs, pricing, and growth strategies.
Partner, Munich
Isabel Huber
Leader of the McKinsey Sales & Channel Practice in EMEA, bringing cutting-edge insights to advanced industry clients.
Expert Associate Partner, Brussels
Paolo Cencioni
Supports clients from various industries on analytics-based Pricing, reorganization, and growth transformations.
Fellow Senior Associate, Munich
Simon Gries
Supports clients in the advanced industries tapping into new profit pools by designing growth strategies and building new business models.
Director GM&S Practice Management, Dusseldorf
Julia Katharina Schmidt
Develops latest Go-to-Market insights in the GM&S practice, served clients from various industries before across Go-to-Market topics.
Fellow Senior Associate, Munich
Alexander Schult
Supports advanced industry clients in the transformation of Go-to-Market models and analytics-based pricing.
(Jr.) Engagement Manager, Frankfurt
Christopher Beisecker
Supports clients from advanced industries and electronics sector in their Go-to-Market transformations.
Expert Associate Partner, Frankfurt
Martina Yanni
Serves B2B companies in various sectors to develop their commercial team and Go-to-Market strategy.

VIDEOS

Our 2022 series was all about leveraging the power of omnichannel, data, and automation to create real business value and transform organizational cultures. Watch some of the highlights below:
Further Insights from 2022

Featured insights

Building next-generation B2B sales capabilities
Article
Building next-generation B2B sales capabilities
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The pandemic has converted B2B buyers to e-commerce in a big way. B2B sellers need new capabilities to meet their new expectations....
Plant sprouting in dry soil
Article
Resilience for sustainable, inclusive growth
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Resilience should be seen as the ability to deal with adversity, withstand shocks, and continuously adapt and accelerate as disruptions...
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Article
How inflation is flipping the economic script, in seven charts
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The troubling trend is spilling over into every corner of the global economy, with dramatic effects. McKinsey Global Publishing...
digital office - stock photo
Interactive
Future of B2B sales: The big reframe
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The new era of B2B sales is upon us and sales leaders are quickly making moves to adapt. We spoke with 50 global leaders to learn...

Contact us for more information about the Go-to-Market GameChanger Forum

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