HOW B2B SALES LEADERS ARE ADAPTING TO THE NEW GENERATION OF BUYERS

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Read how to adapt to the new generation of millennial buyers:
– Younger generations are increasingly moving into decision-making positions in B2B purchasing. This requires a rethink of customer communications.
– To attract and retain the new B2B generation, suppliers need to create more positive digital experiences along the customer journey.
– With the right coaching and supportive consulting, companies can better align their sales strategy with the new generation and deliver sustainable value.

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THE INTERIM MANAGER AS A BRAND

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This is a collaborative article by three interim professionals Ulvi Aydin, Malte Borchardt, and Ralf Komor on the subject: THE INTERIM MANAGER AS A BRAND. Interim Manager: Business megastars or just excellent? Being a good interim manager is one thing. If nobody knows it, then something is wrong.

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PRICE NEGOTIATION TIPS | HOW TO CONDUCT A PROFESSIONAL PRICE NEGOTIATION

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Always follow the QUID PRO QUO principle. Even small rebates can have a devastating impact on the bottom line of a company. Many salespeople are not sufficiently aware of this fact. During contract negotiations, they are often quick to offer discounts.

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AGILE CUSTOMER CO-CREATION: INNOVATIVE PRODUCT DEVELOPMENT | PROJECT REPORT

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A hidden champion and world leader in technical interior design faced strong pressure from its customers to innovate, with ever-shorter product lifecycles in the global marketplace.
In order to differentiate itself from the global competition and successfully establish its products in the market, it was clear that more attention needed to be paid to current and future customer needs.

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6 PITFALLS TO AVOID WHEN CHOOSING AN INTERIM MANAGER

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Interim management is becoming increasingly popular in Germany, and for good reason: the added value that temporary managers bring is enormous.
To help you find the right interim manager for your business challenge, I’d like to highlight 6 common pitfalls in selecting one – and show you how to avoid them.

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THE MOST COMMON MISTAKES MADE BY FOUNDERS IN THE B2B SALES PROCESS

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Even the most creative and agile start-ups often neglect their customers and the access to them in their product orientation.

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FIVE STEPS TO A STRONG VALUE PROPOSITION

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Five steps to a strong value proposition. High performing salespeople are essentially change agents. They recommend, advise and support their customers and aren’t afraid to push when it’s in their customers’ best interests.

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EUREKA: THE IDEAL THREE-TIER PRICING MODEL

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Many pricing models are divided into three tiers, for example GOLD, SILVER, BRONZE. The questions that arise are: How do we ensure that customers buy the middle price as intended? What is the right spread?

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Agile Customer Co-Creation: The customer as innovator

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Agile Customer Co-Creation: The customer as innovator. The pressure to innovate is increasing, innovation cycles are becoming shorter. Anyone who wants to stand out from the competition and successfully establish products on the market in today’s world must (even) more strongly focus on the needs of the customer. An agile customer co-creation solves this problem and offers companies numerous advantages.

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