Professional article Archives - Page 3 of 4

Global Account Management in B2B Medium-sized Businesses | Part 2

November 5, 2020/in Professional article

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

November 3, 2020/in Professional article

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.

What can Interim Management Clients learn from a captain?

August 15, 2020/in Professional article

Here is one of the most interesting quotes of resent times: Captain (ret.) Friedhold Hoppert explains what Interim Management clients can learn from a captain.

These values count in B2B sales: 40 things that really matter to your customers

July 19, 2020/in Professional article

Purchasing decisions of B2B customers are more similar to those of private customers (B2C) than it may initially appear. It is not only objective criteria that count; subjective factors also play a role. These include whether the brand matches the positioning of the own company or whether the design and features are attractive. This article takes a look at the research and explains how – with the right data – it can be used to help you better understand the more personal elements behind your customers’ decisions. From this you can then form a value proposition that meets the deepest needs of your customers. After all, the customer should perceive the products and services of his supplier as unique and make his decision accordingly.

Questions about the mandate – What exactly is it about?

May 9, 2020/in Professional article

You can use these questions to prepare for the assignment of an Interim Manager.

Objection Bingo: 44 reasons why it does not work!

April 1, 2020/in Professional article

We all know people who always have a “good” objection why something will not work out. Here you will find collected works of these contemporaries.

Thinking beyond the purchase: The dynamic customer life cycle

March 13, 2020/in Professional article

The management consultancy Gartner recognised early on that it is not enough to focus on the pure purchasing cycle. Since it is no longer enough to simply win orders, the focus must be on the entire customer life cycle. Here is a summary of the Gartner ideas from 2016.

DIGITAL CUSTOMER EXPERIENCE // Changing customer experience: 5 challenges for companies

February 29, 2020/in Professional article

Whether Big Data, Machine Learning or the Internet of Things (IoT): Technological progress and Artificial Intelligence (AI) are changing everything – including how customers experience companies and make purchasing decisions. What challenges do companies have to overcome to remain competitive in the future?
I will introduce you to the five most important trends and challenges of digital customer experiences – DIGITAL CUSTOMER EXPERIENCE

Five Quotes from my book “Chefsache Interim Management”

September 9, 2019/in Professional article

Here you can read five important quotes from my book contribution “Agile B2B Sales in the age of Digitalisation” in the book “Chefsache Interim Management“.

New impulses through Interim Sales Managers: Resulting instead of Consulting

July 19, 2019/in Professional article

Interim Sales Manager in medium-sized companies: Resulting instead of consulting!
How to make a successful business restart in times of digitalisation? Interim Sales Managers initiate new business models in the digital change and lead sales teams to old strengths and new successes. This is becoming increasingly important, especially for medium-sized businesses.