Posts

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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…
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How to prevent CRM implementation from failing

There is hardly any other IT introduction which fails as often as the implementation of a CRM system. In many consulting projects, we have experienced the implementation of (new) CRM systems in sales. In the majority of cases we see that success…
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"Excellent” Customer Relationships in B2B Sales - Key Success Factor or Dangerous Trap?

For many companies, excellent customer relationships are the key success factor in B2B sales A few weeks ago, one of our customers took responsibility for a sales organization that is very proud of their close personal relationships with…
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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…