Category: Sales

IT service providers sell technology at a world-class level and still lose deals. The reason rarely lies in the technology, almost always in the sales process. We see this pattern again and again, in our consulting work and in our

An industry under price pressure with no differentiation in sight The logistics industry has been wrestling with the same problem for decades: the core service, moving goods from A to B, has become interchangeable. Almost every provider communicates the same

60 percent of your FMCG customers decide mainly on price. And yet the discount is rarely the right answer. How a smart pricing strategy and systematic value-stack management protect your margin. The Price Sensitivity Trap in the FMCG Market Studies

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 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

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

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