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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?

Insights into the B2B shopping trip – Know YOUR customers

“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.

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

New impulses through Interim Sales Managers: Resulting instead of Consulting

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.

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?

Through the Independence I became a tiger on the hunt

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.