Wie wird Vertrieb in 50 Jahren funktionieren – Blick in die Zukunft

What type of B2B sales will still exist in 50 years?

Will sales jobs still exist in fifty years from now? Will robots take over all sales jobs? How will artificial intelligence redefine sales management? What long-term influence does digitisation have on B2B sales?

To discuss the future of sales, let’s first present how companies made Business-to-Business sales 50 years ago and how it works today. Let’s then peep inside the crystal ball to see what sales (and marketing) can look like in the future.

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CLV B2B Forecast

How to Define and Increase the Lifetime Value of your B2B Customers

 
Customer Lifetime Value Definition for B2B.

Sales and marketing B2B experts define customer lifetime value (CLV or often CLTV), lifetime value (LTV) or lifetime customer value (LCV) as the net profit attributed to the entire customer relationship. Sales practitioners usually referred to this value as predicted, yet it can also be a historical value.

For business-to-business sales managers and marketers alike, the ability to calculate what customers are worth is hugely appealing. That is the reason why customer lifetime value is prevalent in so many industries nowadays. CLV represents a quantitative metric and brings a long-term perspective to customer relationships.

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Großhandel als nächstes OPfer des eCommerce

E-commerce trends: why German wholesalers are the next victim of e-commerce

 
B2B E-commerce in Germany keeps growing – good or bad news?

The Business-to-Business wholesale trade in Germany and the world has changed considerably over the last years and has proven to be exceptionally flexible. It is under a growing threat, nevertheless.

Several trends underpin its transformation. New forms of industrial distribution are emerging, and big manufacturers offering e-commerce are choking the middle-guy. Wholesalers are creating tangible value for their customers while providing new services, not only logistic ones.

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exotic ai projects

Where is artificial intelligence science? Seven exotic AI Applications.

 
What can artificial intelligence already do today, or what projects are being worked on and researched? With seven exotic AI applications from around the world, we give you a brief insight.

As a provider of AI-supported software for B2B sales, our AI application is logically interesting for a small niche area and not for the masses. However, we are concerned in the technology and research related to artificial intelligence. What is already available on the market today?

For example, I’m always fascinated when I come across an exotic AI application. By “exotic”, I mean AI applications that are particularly impressive, are being used in exciting areas, and are not as well-known as autonomous driving, for example.

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Kosten B2B Vertrieb Leadgewinnung vs Bestandskunden

Customer Retention vs Customer Acqusition in B2B – What is More Expensive?

 
In this article, you will learn about an interesting B2B practice in which customer retention is contrasted with customer acquisition. What is more expensive?

In detail, distribution costs naturally differ from company to company. However, there are two steep theses in the generalization, which also appear again and again in the literature:
1. Acquiring a new customer is ten times as expensive as retaining an existing one.
2. In most cases (in B2B sales), the initial order from a new customer does not cover costs.

Interestingly, there are many citations for both theses in the literature on sales and marketing, but hardly any scientific studies.

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