Better market position by porfessional channel management

2020-10-26T15:01:55+01:00October 26th, 2020|

Unstable global economy, always-aggressive competition, increased customer sophistication, decreased need for information and support and growing price sensitivity are critical factors which typically stress the relationship between supplier and distribution partner. On top of that, false selection of poor-fit distribution partners, misaligned objectives, mal-communication, mismanagement and other conflicts can derail the relationship before it had [...]

Have you heard about SPIN?

2020-10-21T10:26:51+02:00October 20th, 2020|

SPIN: Situation-Problem-Implication-Need are the classifications of different consecutive questions between a sales person and a  client. SPIN is not only just a questioning technique, it is not only a highly professional way to execute sales talks. SPIN does not only allow sales people to understand their customers' working situation, to disclose hidden problems with their [...]

Seven hints for a successfull sales call

2020-10-13T09:33:59+02:00October 12th, 2020|

1. Consider yourself rather a consultant, than just a seller! – Show your customer that you understand his work, know your products and demonstrate technical expertise. If you realize that a product would probably not fit your customer‘s application, don’t recommend it! 2. Before you leave, … a) … ask for references: who else of [...]

Internal audit – better  to mandate externally?

2020-10-13T09:32:39+02:00October 5th, 2020|

An internal audit, also referred to as "first-party audit", "one-party audit" or "QM-system audit" is usually carried out by an employee of the company. This person must be a qualified auditor and, on the other hand,  she/he must be independent, which means she/he is not allowed to audit his/her own area of responsibility. This may [...]

When missing a piece of the puzzle

2020-10-13T09:32:07+02:00September 28th, 2020|

Sales and Marketing are the core parts of an enterprise. They consist of a process chain, starting with market investigation, leads generation and leads qualification, proceeding with account, key account and channel management, order processing, technical support and customer service, ending not least with after sales customer care and maintenance. The smooth colaboration of many [...]

Leads expensively bought … and now?

2020-10-13T09:53:32+02:00September 21st, 2020|

Which sales reps doesn't know this? Even the first 100 out of 5,000 leads turn out to be unqualified, outdated, outside the subject. Frustrating if this also affects the next 100, and the next...! This work is time-wasting and demotivating. A good pre-qualification of leads would help the sales team to set priorities better and [...]

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