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.
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?
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?
“Know YOUR customer”. This is still the most important task for marketing. Forrester Research has vividly depicted the B2B (Customer Journey). Have a look yourself.
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.
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.
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.
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
Interim Sales Manager in medium-sized companies: Resulting instead of consulting!
How to make a successful business restart in times of digitalisation? Interim Sales Managers initiate new business models in the digital change and lead sales teams to old strengths and new successes. This is becoming increasingly important, especially for medium-sized businesses.
