Sales approach
Sales approaches mostly come from the USA and have a long tradition. Because in the USA, marketing and sales are on at least an equal footing with product development. In Europe, the product or offering has always been — and...
Key Account Management Model
Key account management is a fixture in sales. In recent years, the existing models have hardly developed further. This is surprising given the numerous changes in practice. On the basis of our sales consulting, we have developed the Zurich Key...
The future of Swiss retail
And now, after all! For over 15 years, Migros defied all the textbooks on strategy and selling. It threw all modern management insights to the wind. One was already starting to doubt the internationally established management models and studies. But...
The fundamentals of customer value
On no topic have we so far been allowed to read more theses in our training courses and seminars than on customer value. And yet, even after all these years, we are repeatedly surprised that this instrument is so rarely...
Sales efficiency for IT companies
The IT industry is characterised by years of growth. Often the problem in companies is that orders cannot be processed, or are processed with delay, due to a lack of staff. Not that the impression should now arise that salespeople...
Sales efficiency for industrial companies
At present, many industrial companies face numerous challenges: supply bottlenecks, rising raw-material prices, changing customer requirements are just a few examples. At the same time, many industrial companies manage to hold their own successfully and maintain or even increase revenue....
Strategy
Developing a strategy is characterised by high complexity. This results from the necessity of an integrated approach, since the decisions concern not just a part but always the entire organisation. From this, diverse, hardly predictable, uncertain behavioural possibilities can arise....
4 success factors in sales
Much is written about ‘the VUCA world’. Usually the articles come from the area of business-model development and marketing. One business area that hardly seems to change is sales. Yet it is important to transform the sales system not only...
