Posts

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?

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 manager 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

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.

What does ”Return on Interim Management” stand for and could you explain your motto ”Resulting instead of Consulting” in more detail?

In this interview with the Interim Management Provider Bridge imp GmbH from Grünwald, I talk about RoIM – Return on Interim Management – and my motto “Resulting instead of Consulting”.

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.

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?