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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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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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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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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. …
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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,…
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Case Study: Sales Strategy for launching a New Product Category

In this reference case our customer planned the launch of a major new product category thus entering a new market segment.Our customer intended to develop and launch a new product outside of the core business, requiring considerable capital…