Dades del programa
Transforming your B2B Company for Better, Predictable and Scalable Business
Properes edicions i preus
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28 octubre 2024 - 12 novembre 2024
MadridPresencialCastellàHorari: de 9.30 a 19.00h. Es pot assistir presencialment o seguir les sessions de forma virtual.
24 i 25 d'Octubre, 7, 14 i 15 de Novembre -
19 maig 2025 - 03 juny 2025
BarcelonaPresencialCastellàClasses tots els dilluns de 9.30 a 19.00h. Es pot assistir presencialment o seguir les sessions de forma virtual.
An essential program for the top management of companies that sell products and services to other companies
Increased market competition has resulted in more complex B2B relationships. Decision-makers are looking to work with trustworthy companies to ensure their investments are precise and low risk.
B2B Leaders will have to build a management model that delivers reliable value and a culture that generates trust to achieve predictable and scalable growth results.
Why the B2B Management Program?
100% focused in B2B
B2B Management Program is globally the 1st Top Management Program addressed to B2B CEOs and Owners.
More than 20 Editions since 2016
They are the evidence of how Business Owners, CEOs and VP Sales value the program to create the right conditions to succeed in B2B.
B2B Management Club
6-months after completing the program, a virtual meeting is organized among participants to share the application and results of learnings in their companies.
Discover B2B management insights
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![Marina Palacios]()
Deputy General Director · Suez Agriculture Sur
I learned and understood how to design, transfer, and apply a B2B culture to the entire organization, which has been essential to provide more value to our clients and increase our success.
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![Andrés García Damjanov]()
Country Manager Central, Eastern & South Europe · Newforma
A holistic program to rewire systems, to settle a new model towards predictability and generate revenue.
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![Andreu Salvador]()
General Manager · Aritmos
100% based on real cases lectured by top-notch practitioners' faculty and enriched by all the attendee's experiences that are in similar positions like you. You will never find this conversation in a book.
Academics
Program Benefits
- Why B2B Management
Highlight the key differences between B2B vs B2C to reflect on the need to have a specific Management Model and Culture for B2B Companies.
- Build a B2B Growth Strategy
Fundamentals you need to know to improve performance, based on building value proposition
required for B2B.
- Compete with the People Business
Learn how to create a competitive advantage through B2B talent-oriented methodologies: at the end, the People you have, mark the difference to your clients and your context define your particular needs.
- Have the Right Ones at the Right Seats
Your team is your frontline and therefore having the right ones, skilled and properly paid at your
company is fundamental for success.
- Consider B2B Relationship as a Process
Understanding that B2B is a relationship to help to solve a problem, managing politics at the customer side, and consider that it requires method and should follow a process to be more predictable.
- Align B2B Marketing and Sales
Building a demand generation system requires proper marketing efforts that contribute to strengthening B2B Relationships and is aligned to sales execution needs.
- Understand Client’s View
Understand what C-Level expects from the B2B Relationship will force us to reflect our team behaviors.
- Rely on Productivity Tools for Revenue Growth
To boost the productivity and performance of your sales team you must rely on technology that helps your team hit their quota, maximize their sales skills, and minimize tedious tasks.
- Communicate Effectively in B2B Digital Relationships.
Be critically aware of the importance of communication in B2B and how to build trust and
communicate effectively in your relationships with prospects and clients both online and offline.
- Lead the B2B Revenue Team
Top managers should create conditions for sales managers to make sellers. Therefore, you should reflect on the sales manager role, how to develop the team using data, and coach them about how to become more predictable and scalable.
Methodology
A practical combination of concepts and tools: exercises and teamwork dynamics which will allow you to learn and network with your classmates; rigorous open discussions facilitated by top-notch faculty who will share their practical perspectives in each case
Content
- Why B2B Management
- B2B Growth Strategy
- People Business
- Hiring, Onboarding & Compensation
- B2B Relationship Process
- B2B Marketing and Sales Alignment
- Clients View
- Productivity Tools for Revenue Growth
- Communication for B2B Digital Relationships
- Leading the B2B Revenue Team
- Leading the Change in B2B Management
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![Imma Fornt]()
General Manager · Papelmatic
I learned to design a growth strategy for my business, but it was essential to also discover how to deploy the culture that a B2B organization needs. That influenced our way of hiring, promoting or lay-o , to build a more predictable B2B organization.
Veure perfil de Linkedin -
![Albert Aguadé]()
B2B Director · DABA (exclusive Nespresso distributor)
A great experience to learn the key B2B concepts to defend, in a B2C Mindset company, the need to have a di erent way to holistically organize your Business Unit for a B2B Relationship.
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![Bernadette Surroca]()
Founder · La Clé Des Champs
It gave me a clear and fresh roadmap about how to organize my B2B start-up.
Faculty
Oscar Torres
Academic Assistant of the Department of Marketing
Senior Director Worldwide Partner Capacity at Dassault Systemes. EMBA Professor at SAIF (Shanghai Advanced Institute of Finance). President of AEMAVE B2B. Founder of JustB2B
Xavier Argenté
Academic collaborator of the Department of General Management and strategy
Former CEO at Gallina Blanca, Caprabo and Bimbo.
Simon Booker
Guest Speaker
Vice President of Global Sales Enablement and Worldwide Channel Development at Dassault Systèmes
Mark Roberge
Guest Speaker
Senior Lecturer at Harvard Business School & Former CRO HubSpot
Ernesto Sánchez
Guest Speaker
Account Executive at Red Points. Former Account Executive at Cimworks (DS SolidWorks Reseller)
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![Luz Fuentes]()
General Manager & Business Owner · Fuendor
I’m the owner of the company, but as engineer, it was revealing for me to understand that selling is not an art, it is an auditable, replicable and scalable process.
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![Àlex Sanabras]()
Executive Director · Marlex Human Capital
A brand-new way to understand how a B2B Company must be organized and lead to produce a Culture in Marlex that generates predictable and scalable results.
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![Walter Da Costa]()
Global Sales & Marketing Director · Tecnam
A professional reload that allowed me to help my team to have greater capacity for reaction and increased predictability.
Participant profile
Business Owners, CEOs, MDs, Startup/Scaleup Founders, and VP Sales of B2B companies willing to transform their organisations in order to produce better, more predictable, and scalable businesses.
Meet our participants
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![Marc Morillas]()
CEO · Morillas Branding
I discovered the needed cultural change to build a winner B2B company.
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![Borja Rodrigo]()
General Manager · Ringspann Ibérica S.A.
It helped me to connect the dots between effcient team organization and their e fforts towards achieving predictable B2B results.
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![Rafael Hoppichler]()
Sales & Marketing Director Europe · Graham Packaging Company
It has helped me internalize key concepts in B2B and succeeding to influence the daily behavior of my team achieving better results.
Admission & Financing
Candidates must complete the registration application and attach the documentation required by Esade.
Download the Brochure
Formulari rebut!
Moltes gràcies pel teu interès. Ben aviat donarem resposta a la teva sol·licitud.
Mentrestant, volem que sàpigues que estem desitjant que formis part de la comunitat Esade. Amb aquest senzill gest que acabes de fer, ja hi som més a prop.
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![Joaquín Otero]()
Co-Owner & General Manager · Texcope
The programme allowed me to rethink my organization to seek greater eciency, better margins and increase the value of the company.
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![Carolina Bernal]()
Managing Director · Intracon
I realized the tactical and strategic changes I had to do in my company. We built a B2B winner team that allowed us to convey to our clients that they were the center of everything. The programme gave me a di erentiating vision and has helped me achieve my goals and create a united and strategically stronger team.
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![Noelia Hurtado]()
Founder & CEO · Top Ten Franquicias
It helped me to connect the growth of my company by having a clear process and culture to approach B2B relationships. As CEO, this is one of my critical mission: to secure that everyone understands it in my company.
Veure perfil de Linkedin
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