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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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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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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…