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 2021
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.
B2V – BUSINESS-TO-VIDEO // The ultimate tips for video calls with the experience of the Corona times
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.
Global Account Management in B2B Medium-sized Businesses | Part 2
Basics for a successful introduction of a Global Account management strategy in B2B medium-sized businesses. Especially in the B2B SME sector, it is the customers who drive the activities of the companies. Because often the medium-sized businesses follow their clients out into the world. However, this creates a new situation for the suppliers with many challenges: Price differences in the countries have to be negotiated, worldwide support is required, an adjustment to the global procurement strategy of the customers is necessary and best of all, they should make the greatest possible profit from this very promising situation. In short: At some point, national key account management is no longer sufficient. It is time for a global or even international account management on the part of the suppliers. Global Account Managers develop customer relationships and track revenue opportunities with Global Accounts worldwide.
Global Account Management in B2B Medium-sized Businesses | Part 1
Basics for a successful introduction of a Global Account management strategy in B2B medium-sized businesses. Especially in the B2B SME sector, it is the customers who drive the activities of the companies. Because often the medium-sized businesses follow their clients out into the world. However, this creates a new situation for the suppliers with many challenges: Price differences in the countries have to be negotiated, worldwide support is required, an adjustment to the global procurement strategy of the customers is necessary and best of all, they should make the greatest possible profit from this very promising situation. In short: At some point, national key account management is no longer sufficient. It is time for a global or even international account management on the part of the suppliers. Global Account Managers develop customer relationships and track revenue opportunities with Global Accounts worldwide.
