About the Author

Sales transformation is more important than ever. Increasing pressure from competitors on a global scale, commoditization of products and services, as well as professional purchasing is squeezing the profits and growth efforts of most B2B companies. Modernizing the B2B operating model, developing sales skills faster and leveraging technology are all keys to increasing results. Jan Ropponen helps B2B companies plan and execute successful sales transformations. Working with many different companies in the past years, Jan has observed how a lot of companies see technology as a magic wand that will solve their problems. For example, many companies invest in a CRM that they believe will automatically give them the visibility they need to steer their sales operations and improve their forecasting. Another example is that companies implement marketing automation that will start creating leads by itself and improve sales cycles. Both CRM and marketing automation are great opportunities, but require change in how sales is managed and how the sales organization works on a daily basis. Technology can do wonderful things, but not by itself. Jan is on a mission to help companies make the necessary changes to fully leverage the power of technology.