Tag Archive for: B2B-Sales

ESG AND SUSTAINABLE CORPORATE GOVERNANCE

The blog discusses the intrinsic link between economic growth and resource consumption, emphasizing the role of new regulations and younger generations in driving sustainable change. It highlights the impact of the EU’s Corporate Sustainability Reporting Directive (CSRD) and showcases companies like Zalando that are leading in sustainability. The piece calls on all stakeholders to participate in the sustainable transformation of the economy.

HOW B2B SALES LEADERS ARE ADAPTING TO THE NEW GENERATION OF BUYERS

Read how to adapt to the new generation of millennial buyers:
– Younger generations are increasingly moving into decision-making positions in B2B purchasing. This requires a rethink of customer communications.
– To attract and retain the new B2B generation, suppliers need to create more positive digital experiences along the customer journey.
– With the right coaching and supportive consulting, companies can better align their sales strategy with the new generation and deliver sustainable value.

PRICE NEGOTIATION TIPS | HOW TO CONDUCT A PROFESSIONAL PRICE NEGOTIATION

Always follow the QUID PRO QUO principle. Even small rebates can have a devastating impact on the bottom line of a company. Many salespeople are not sufficiently aware of this fact. During contract negotiations, they are often quick to offer discounts.

6 PITFALLS TO AVOID WHEN CHOOSING AN INTERIM MANAGER

Interim management is becoming increasingly popular in Germany, and for good reason: the added value that temporary managers bring is enormous.
To help you find the right interim manager for your business challenge, I’d like to highlight 6 common pitfalls in selecting one – and show you how to avoid them.

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?

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.

Heureka: The ideal three-tier pricing model

For a long time I have been looking for the ideal three-tier pricing model. How do we get almost everyone to buy the middle price?

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.