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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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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: Adjustment of sales organization to growth increases sales performance and employee satisfaction

The internet sector has enjoyed tremendous growth rates in the last few years. The timely adjustment of the organizational set-up to growth poses challenges for many companies. One of our customers, a leading Internet marketer in Europe,…