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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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4 Good Reasons for more Innovation in Sales

Innovation management is causing a new hype. Driven by the opportunities and methods of digitisation, companies are paying close attention to this topic – however, not in Sales. Accordingly, the main focus of companies and their activities…
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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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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…