Many people will be very familiar with the following question from the product team: “Why is sales always nagging about needing a product roadmap?” In some companies, this may not even be an issue. Those who take product roadmaps in sales for granted may stop her and not read further. […]
Why does sales need a roadmap? Read More »
There is the old and still valid rule that it is cheaper to retain existing customers than to acquire new ones. It is undisputed that customer retention is a crucial factor for the long-term success of a company. An important aspect of customer retention is customer satisfaction, as satisfied customers
Customer Success is hard sales Read More »
When companies in recent years have discussed internationalization and specifically the potential of various regions of the world, then they typically discussed primarily the so-called BRIC countries – Brazil, Russia, India and China. The topic of internationalization has always played a central role in my professional career. In the 1990s,
Brazil – the B in BRIC Read More »
A lot of companies decide at some point to cross borders and enter other geographical markets. In most cases this is driven by the goal to further grow sales. But sometimes the decision to get the company established in other countries can also be based on lower personnel cost, shortage
Internationalization planned successfully Read More »
Especially if you want to expand your sales activities and also become more international, you ask yourself the question: What do I want or what am I really able to invest? Certainly, large corporations can answer this question more easily and usually immediately establish local branches and hire complete teams.
Scaling sales through partner networks Read More »
I am sure a lot of people know the phenomenon that I have experienced very often in the many years that I have worked in B2B sales. If business is running like clockwork, if annual targets which have been considered completely unrealistic still at the beginning of the year were
B2B sales – more than just selling Read More »
