Sales Management in times of Artificial Intelligence – Five tips to redefine B2B Sales
Artificial intelligence in sales: our top five tips!
Sales processes, salespeople and sales management should adapt to the brave new world of artificial intelligence. Artificial intelligence is taking over the administrative tasks that consume much of the managers’ time. It is doing it faster, better, and at a lower cost. It has pros and contras. AI will redefine management.
In B2B Sales, artificial intelligence (AI) refers to Enterprise Resource Planning (ERP) and Customer Relationships Management (CRM) systems equipped with machine learning and automatized data mining features.
Why Motivation in B2B Sales is overrated
Managing Sales Behaviour to Improve Sales Performance using Predictive Sales Analytics
Improving sales performance often involves coaching and modifying the way your key account managers work - what practitioners in the field of sales & marketing define as behaviour. Changing behaviour usually leads to better performance in B2B sales.
There are several known theories and models about behaviour that have not been explicitly developed for sales professionals, but about general social practice.
Corona pandemic: What is the future of sales and distribution?
The Corona crisis is an accelerator for the use of digital technologies in B2B sales.
Due to the Corona crisis, the usual sales activities have almost come to a standstill. Personal contacts to customers are only possible virtually if at all. It is an opportunity for future sales forces to focus on digitization to a greater extent than before. It means to think and act in an interdisciplinary manner.
What effects will the Corona pandemic have on the IT business in Germany? The sales consulting company Compris GmbH investigated this question and, according to its statements, spoke to 228 people from the top 1,000 IT companies in the German-Speaking region.
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