In this webinar you explore four concrete commercial plays that help you protect your core while still going on the offensive in a tougher economy. Learn how to use digital engagement, territory planning, pricing and opportunity coaching to grow revenue and improve sales effectiveness.

Why commercial plays matter

In times of economic uncertainty many companies focus mainly on cutting costs and defending their position. This webinar shows how you can balance defence with offence. You will see how targeted commercial plays can unlock new revenue, strengthen customer relationships and improve profitability while still being cost conscious.

Digital engagement and territory planning

The speakers outline how digital customer engagement can nurture early stage buyers, connect marketing and sales and create measurable pipeline impact. They then revisit sales territory planning, moving beyond classic customer segmentation to a broader account view. By reallocating scarce sales time to the most attractive accounts you can find new pockets of growth.

Pricing discipline and opportunity coaching

You are introduced to pricing and discount management as a powerful profit lever, including the idea of price waterfalls and systematic testing before cutting prices. Finally, the webinar presents opportunity coaching, using clear roles, winning elements and a simple coaching flow to improve win rates on must win deals and embed coaching in the sales culture.