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How to manage sales during the COVID 19 pandemicvectorfusionart / Adobe Stock © sportpoint / Adobe Stock
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GUIDE COVID-19 POUR LES DIRIGEANTS COMMERCIAUX

La pandémie COVID-19 et les mesures de distanciation sociale qui en découlent posent de grands défis aux entreprises en général et aux membres de la fonction commerciale en particulier. Ces défis concernent aussi bien l’adaptation du…
How to manage sales during the COVID 19 pandemicvectorfusionart / Adobe Stock © sportpoint / Adobe Stock
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The Sales Leader's Guide through the COVID-19 Pandemic

The COVID-19 pandemic and the resulting social distancing measures present a daunting challenge to the society and to organisations in general, and to members of the sales function in particular. This challenge is both about the adaptation…
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Sales 4.0: how B2B Sales needs to re-invent itself

Driven by Megatrends including Digitalisation, Professionalization, Globalisation and Everything as a Service, the B2B sales will change fundamentally In many consulting projects we have seen that B2B customers have become more complex…
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Four Megatrends shaping the future of B2B Sales

Many B2B companies – especially in classic “German” industries such as Mechanical Engineering – are working intensively on Industry 4.0, which is the digital combination of all production processes. Most of their Sales organisations,…
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Big Data and Artificial intelligence – Key Pillars of future Sales?

Big Data is not a “buzzword” anymore as more and more companies use is. This is driven by operationalizing of digital strategies – especially in Sales. Based on a survey, 32 percent of around 1,750 managers see Big Data as very relevant…
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How to prevent CRM systems to become an investment ruin

Driven by digitalization and the increasing availability of customer data more and more companies invest in CRM systems in Sales. They are aiming to benefit from transparency, a holistic customer view, more effective sales management and more…
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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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Your expensive CRM system is not effectively adopted? This is how you convince Sales!

Customer data are not updated, opportunities are not managed or log-ins decline? Those are just a few indicators that a CRM system is not broadly accepted and used as intended. To successfully induce sales to accept and use a CRM system is…
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The success of a CRM system relies on up-to-date data

CRM systems cover the entire lifecycle of a customer. Therefore, there is a high likelihood that customer information need to be updated over time. For example, there are changes at around 50.000 commercial registered companies every month in…
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DVSB SalesLAB about digitization

After having successfully launched our series of events called SalesLAB at the end of 2016, another event about digitization in sales took place on the 23rd of March 2017 in Berlin. Therefore, executives of companies in the building sector came…