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.
Tag Archive for: B2B-Sales
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 2023
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.
These values count in B2B sales: 40 things that really matter to your customers
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.
Thinking beyond the purchase: The dynamic customer life cycle
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
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
Short explanation video: What exactly do I do?
Short, concise and clear. In one minute you’ll understand: What do I do? What can you expect? How do I work?
