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.
Even the most creative and agile start-ups often neglect their customers and the access to them in their product orientation.
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.
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?
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, concise and clear. In one minute you’ll understand: What do I do? What can you expect? How do I work?
Ralf H. Komor is an interim manager, book author and absolute B2B Sales professional. Clients from corporations to small and medium-sized businesses benefit from his 30 years of experience in national and international projects. He is recognised in the industry as a thoroughbred salesman and heads the DDIM.fachgruppe “Vertrieb & Marketing”. He is also co-author of the book project “Chefsache Interim Management”, which was published this year by Springer-Verlag.
In an interview with division one, Komor talks about his experiences that he has had in his previous self-employment as a temporary manager and reveals valuable tips for newcomers to the Interim Market.
I am totally convinced that the more agile a sales organization is to be, the more clearly the rules and scope must be defined. Rules and automatisms create freedom of manoeuvre. Only in this way is it possible for the local salesperson to quickly make clear statements to the customer’s purchasing team. This creates self-confidence in the employee, has a highly qualified effect and accelerates the decision-making process at the customer. This clear assignment of KPI-controlled implementation competencies is part of my concept of Vertriebshygiene®
