A Unique Immersion into DELL Technologies’ Global Sales Strategy
Today, on our Montpellier campus, third-year students from the MBS School of Business Programme Grande École, specializing in Sales & Business Development, had an exceptional opportunity to dive into the strategic commercial challenges of DELL Technologies, a global leader in IT and a Major Partner of MBS.
A Practical Insight into Global Sales Strategy
This immersive session gave students a deep understanding of how a global sales strategy is translated into action on the ground. Through insights from five experienced managers from DELL Technologies, they were able to grasp the challenges and realities of managing international sales operations.
Two Strategic Priorities at the Core of the Discussions
The session focused on two key themes shaping the future of the sector: artificial intelligence and ecological transition. These priorities highlight the critical need for companies to integrate both technological innovation and environmental responsibility into their commercial strategies.
Zoom on Key Commercial Processes and Evolving Skills
Students also explored the essential processes of DELL’s commercial management: from the sales playbook and portfolio management to business reviews. This comprehensive overview helped them understand the structures that drive performance in a fast-paced commercial environment.
In parallel, special emphasis was placed on the evolving skillset expected of sales professionals. The speakers stressed the importance of a solution-oriented mindset, adaptability, and emotional intelligence—qualities that are increasingly vital in today’s constantly shifting professional landscape.
An Enriching Experience Led by Committed Professionals
We warmly thank Abel Benane, Alexandra Thiebaut, Frédéric Gasnier, and Damien Schiesser for sharing their experiences and inspiring vision of a profession in constant evolution. Their insights emphasized the value of curiosity, lifelong learning, and interpersonal skills in building a successful career.
Our sincere thanks also go to sponsors David Karsenti and Abel Benane, as well as to Emmanuelle Chaize, head of the specialization, and the entire DELL Technologies team for their strong commitment to our students.
This event perfectly reflects MBS’s mission to provide students with hands-on, real-world learning experiences—preparing them to meet the challenges of a rapidly changing global business environment.
