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Case study Digitalization: Digital or non-digital - still a difficult question in building industries

The three-stage sales system in building industries is faced with enormous changes. Digitalisation, as well as new sales strategies by many manufacturers, put pressure on existing structures. On the other hand, new opportunities arise in areas…
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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…
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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…
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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…
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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…
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3 Strategies to minimize Distribution Channel Conflicts

Sales Channel conflicts arise when companies open up new ways to deliver services and goods to their final customers, thus bypassing existing channels. This of course creates concerns for existing trade partners. Depending on the power of these…
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How to fuel Topline Growth with Services

Every company comes into a situation where growth rates slow down. This often comes as a shock when new markets mature and new products do not deliver the expected results. One solution to this kind of challenge is to take a deeper look into…
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Basic Mistakes in B2B Sales

I just found an interesting collection of very common phenomena in B2B sales organizations: How to overcome the basic mistakes business to business sales people make. From our experience this can very often be observed in companies, that profited…
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The Secret to Delighting Customers

Many companies now aim for customer delight which is known to be a result of service excellence leading to more loyal customers and significant word-of-mouth effects. The interesting question is how to achieve that. The following article…
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Case Study: Sales reorganization helps to renewed market leadership

Companies that grow rapidly in a short time often have the problem that the organization cannot keep up with the rapid growth. This is how our customer, one of the leading telecommunications companies in Germany, had lost its market leadership. …