When it comes to B2B sales, are you faced with a choice between the convenient status quo (the blue pill) and the truth and change (the red pill)? This article explains why it is only by taking the red pill that you can achieve long-term success. Read on to learn how sales executives can make bold decisions and thrive in a dynamic environment.
In management, ‘limbo’ describes the dangerous state of stagnation in which projects and entire companies become stuck, with no clear decisions being made. This can significantly hinder growth and competitiveness. This article explains how limbo states arise, the strategies that can help overcome them, and how successful companies have recovered.
Almost 4,700 years ago, Imhotep, an external expert in ancient Egypt, resolved a crisis for Pharaoh Djoser. His methods for process optimization and crisis management could make him the first interim manager in history.
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.
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.
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.
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.
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 new sales managers on how to prepare the initial visit to existing customers and how to strengthen and expand the relationship resiliently
