“The best time to plant a tree was 20 years ago. The second best time is now.”
There’s a popular Chinese proverb that says: “The best time to plant a tree was 20 years ago. The second-best time is now.” Basically, in the context of the conversation here today, this means that if you want success and growth in the future, the best time to act is now. What does that mean … Continue reading “The best time to plant a tree was 20 years ago. The second best time is now.”
3 Common Pitfalls to the Buying Centre
I am sure you already know about the Buying Centre, maybe you call it the Buying Group or Decision Making Unit and you may use different terminology to identify the people in it, but the principle remains the same. In a B2B sale there are several people, or groups of people, involved in making a … Continue reading 3 Common Pitfalls to the Buying Centre
Professional customer meetings
When I ask a salesman what percentage of talking the customer should have, the answer is usually 70 %. But in reality,salespersons often talk so much themselves. First, they start with a boring company presentation and talk about solutions and their advantages before they understand the customer’s needs. In my opinion, there are three reasons … Continue reading Professional customer meetings
Best Practice B2B Customer Meeting Online (Part 1)
Not only schools are turning to the possibility to reach their students and conversation partners online. This may also be a good time for sales staff to start online meetings. I myself have organized and led hundreds of hours of online meetings. Online meetings are not only useful for initiating conversations and getting to know … Continue reading Best Practice B2B Customer Meeting Online (Part 1)
Best Practice B2B-Kunden-Meeting Online (Part 2)
Not only schools are turning to the possibility of reaching their students and conversation partners online. This may also be a good time for sales staff to start online meetings. Personally, I have organized and led hundreds of hours of online meetings. Online meetings are not only useful for initiating conversations and getting to … Continue reading Best Practice B2B-Kunden-Meeting Online (Part 2)
Negotiating in B2B sales, escalation or factual level?
Yesterday, I had a presentation of an offer at a global manufacturer of electrical appliances based in Bern (Switzerland). At the table, I had the CEO and the sales manager. When I got to the topic “Negotiations in B2B”, the CEO asked me what I would do with a “super aggressive buyer” of a retail … Continue reading Negotiating in B2B sales, escalation or factual level?
Workshop: Winning Complex Sales™
Winning Complex Sales™ (WCS) Increasing the chances of success in current sales projects Overview Winning Complex Sales™ optimizes the sales process for companies with complex sales procedures. In small groups, participants practice the methodology based on their own sales transactions and create an “opportunity roadmap”, which includes a strategy and an action plan leading to … Continue reading Workshop: Winning Complex Sales™
3 questions to Millán Elduayen Urcola
Millán Elduayen Urcola is the managing director of Häfele HerrajesEspaña, s.l. – Millán, what were the challenges you faced for your sales team? The lack of structures and processes that allow for greater efficiency in management and sales, the insufficient information from the visit reports and the absence of a uniform method in sales are … Continue reading 3 questions to Millán Elduayen Urcola
Workshop: Winning new key customers, design thinking in business customer sales
THE WORKSHOP “WIN NEW KEY CUSTOMERS” shows how the needs of potential or existing key customers and their own offers (products and services) can be visually matched. Sometimes new ideas and approaches for a specific customer group are developed during the workshop. During this exciting and interactive day, you will learn about the customer-focused approach … Continue reading Workshop: Winning new key customers, design thinking in business customer sales
Copy and paste this URL into your WordPress site to embed
Copy and paste this code into your site to embed
