Social Selling: Why B2B sales must rethink
What is necessary to actively and adequately pursue social selling in social media?
Salespeople will become more consultants, networkers, and influencers, due to increasing digitalisation in B2B - a fact of life.
The times of pure "order-takers" are over. However, do salespeople understand what is necessary to actively and sufficiently pursue B2B social selling?
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Strength in price setting is your profit driver number one
Everybody knows, B2B pricing analytics represents one of the most critical levers to boost earnings. Still, this reality is a sometimes-overlooked fact in Business-to-Business (B2B).
However, getting B2B pricing right can represent both financial success and substantial competitive advantage. Pricing is not only a driving factor in for-profits, but it also impacts how customers and markets perceive brands.
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What You Need from Sales Reporting Software Today
Sales Reporting Software: a critical tool for efficient sales management and control in B2B.
Reporting sales has become a fact-of-life for B2B sales managers. Selecting a sales reporting software can make or break any sales operations. Companies can no longer underestimate its importance.
The sales reporting should include the most critical key performance indicators (KPI) of the sales force. You should reduce the number of KPI to the minimum possible.
How to calculate and increase return on sales with predictive analytics?
How can B2B manufacturing and distribution increase return on sales (ROS) using strategic sales controlling and predictive sales?
Is there a sales and marketing KPI that manufacturing and industrial distribution companies can use to measure the efficiency of their teams? Yes, there is, The Return on Sales or ROS.
Sales executives also define ROS as a net profit rate. It tells a company how much of every dollar it takes in turns into profit.
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Global Key Account Management in B2B Medium-sized Businesses - Part Two
This article has been produced in cooperation with Interim Manger Ralf H. Komor.
Basics for a successful implementation of a Global Key Account management strategy in B2B medium-sized businesses.
The second part is fully dedicated to the implementation of a GAM strategy and what needs to be considered. What happened so far: The first part of our Global Key Account Management Strategy dealt with the specific tasks and goals of successful global management.
Based on four criteria, you can see whether an introduction is worthwhile for your own company. You also learned which of your accounts are suitable GAM candidates.
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Global Key Account Management in B2B Medium-sized Businesses - Part 1
This article has been produced in cooperation with Interim Manger Ralf H. Komor.
Basics every Key Account Manager should know, for a successful introduction of a Global Key Account management strategy in B2B medium-sized business.
Customers are the ones driving the current trends in B2B sales, especially in the SME sector. This course owes to the fact that medium-sized businesses follow, in turn, their clients out into the world.
However, this creates a new situation for suppliers with numerous challenges: they need to adjust and negotiate different prices at country level, offer worldwide support, and need to adapt to the global procurement strategy of their customers. Furthermore, they should make the most significant possible profit from this auspicious situation.
