THE MOST COMMON MISTAKES MADE BY FOUNDERS IN THE B2B SALES PROCESS
Even the most creative and agile start-ups often neglect their customers and the access to them in their product orientation.
FIVE STEPS TO A STRONG VALUE PROPOSITION
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.
EUREKA: THE IDEAL THREE-TIER PRICING MODEL
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?
Agile Customer Co-Creation: The customer as innovator
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.
CHALLENGES AND TOP PRIORITIES IN SALES 2023
A recent study reveals the biggest challenges and priorities in sales in 2021, with responses from 423 sales directors, CSOs and CEOs identifying the biggest challenges and their main sales priorities for 2021.
Insights into the B2B shopping trip – Know YOUR customers
“Know YOUR customer”. This is still the most important task for marketing. Forrester Research has vividly depicted the B2B (Customer Journey). Have a look yourself.
Inside Drucker’s Brain
Peter F. Drucker is a role model to me.
His ideas and thoughts are the blueprint for all other management books. I often say: “You don’t have to have read more than a Drucker”.
Drucker embodies the true essence of management. Drucker lived a life based on embracing tomorrow and giving up yesterday. In the process, he discovered an important paradox: in order to build something, you have to tear it down. Drucker had no problem tearing things down, giving up what didn’t work and leaving behind what no longer mattered. He could achieve so much that way.
In principle, this is also what interim management is all about and this is also reflected in my claim: MOVE | CHANGE | CONNECT
Tips for the new sales managers on the first visit to customers
Tips for new sales managers on how to prepare the initial visit to existing customers and how to strengthen and expand the relationship resiliently
WHY YOU SHOULD HIRE INTERIM MANAGERS AND WHAT MAKES INTERIM MANAGERS UNIQUE
Interim Management is the better way. It is a fast method for accessing management resources. Unlike consultants, interim managers are responsible for line management. They offer companies an effective way to expand the existing skills of their “core” employees – a just-in-time source of intellectual capital and additional specialist capacity.
