Entries by kbremerich

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How e Commerce puts the Sanitary Industry under pressure

Changing consumer behavior – a growing challenge for installers, wholesale trade and manufacturers For many consumers in Europe Online Shopping is normal in most product categories. For technical products such as consumer electronics, telecommunications and computers the Internet is the preferred buying channel. Forecasts predict a continuous further growth of eCommerce for the next years. […]

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5 Reasons why Sales Strategy Projects fail

Sales Strategy projects are not always successful. Sometimes this is due to circumstances but very often the seed for failure is sowed during the set up and management of these projects. Here are the 5 most common mistakes you should avoid to prevent this. 1.       Assign Project Leadership to Staff functions Quite often top managers […]

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3 New Challenges in Selling Investment Goods

In March I had the pleasure to attend the Technology Services Europe (TSE) – Conference in Munich. Most of the presentations focused on the business model revolution going on in Tech Industries worldwide.  One of my conclusions: there are huge challenges coming up for Sales!

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5 Reasons why your Sales Organization should have regular Check-Ups

Many companies send their managers to a yearly health check-up to make sure that they are still able to do their duties. Airlines regularly check the abilities of their cockpit crews in simulator checks and by check captains evaluating the behavior of the pilots. Do you check your sales organization regularly as well? Here is […]

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Fear Based Selling: how Fear can lead to wrong Sales Strategies

At first glance, sales seems to be the domain of the fearless optimists. Sales people are extroverts, boldly approaching (new) customers and convincing them to buy our products. Everything is possible (as long as there are the right products, of course) and the glass is always half full. But: is this really true?