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.
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. 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.
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.
“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.
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 new sales managers on how to prepare the initial visit to existing customers and how to strengthen and expand the relationship resiliently
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.
B2B, B2C, B2B2C, B2G, … these abbreviations stand for different sales channels. I would like to add a new approach based on the experiences made in the last months: B2V – Business-to-Video. This is the appropriate description for the many video calls we have made with our customers recently. But how do you prepare yourself and your sales team for B2V? Here is my suggestion how to do it.
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Here you can access my article “Selling in the Metaverse with MetaSales” from SalesExcellence magazine (German only)
MARKETING AND SALES IN THE METAVERSE – Understanding and Profiting from the Metaverse: An Introduction for Businesses. Springer | Amazon
STRATEGIC SALES MANAGEMENT – Insights and Guidance from Top Interim Managers. Springer | Amazon
The SALES RADAR is a free, interactive tool to measure the maturity of your B2B sales.
