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