Sales Acceleration

Sales & Operations Planning

The Five SALSA Principles of Effective Sales and Operations Planning

Sales and Operations Planning (S&OP) is probably the most important planning process of any company. It will determine the difference between success and failure in the years to come.

Usually, the S&OP includes a list of open sales deals, an updated sales forecast, production plan, inventory plan, customer lead time (backlog) plan, new product development plan, strategic initiative plan and the resulting financial plan.

 

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Future of industrial distribution

The future of B2B industrial distribution in Germany.

 
Make the first steps to becoming a leader in the German market.

Germany and the US are two advanced, yet different industrial markets, with special sales and investment cycles. They have, however, plenty of parallels as developed economies.

Both are under the top largest in the world; built on years of intensive research, development, and industrial innovation. Similarly, the US and the German market is decentralized and varied, with interests and preferences differing from region to region.

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Digitaler Vertrieb Aufgaben

Digital sales: Your future tasks

 

As sales becomes increasingly digital, the question arises: What tasks can sales managers focus on in the future thanks to modern data analysis software?

Data, data, data. The modern “currency” in companies is also changing the tasks in sales.

It is common for sales managers to know that they should use their customer data effectively due to the competitive pressure emanating from the megatrend of digitalization. But how?

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Preispolitikanalyse und Kundenabwanderung

The relationship between customer churn and pricing analytics

 
Customer Churn Trigger Analysis: Why You cannot separate it of pricing.

Think for a moment of the last time you visited your favourite restaurant and had your favourite dish. In my case, it was an Argentinean filet together with a glass Rioja. How much did you pay? How much more will you spend in the future before stopping going altogether to that restaurant?

If you a regular patron of gastronomic premises, be a restaurant or a pub, you understand my point. You know that there is a certain price level where you would stop going to the place. Bear in mind that visiting a restaurant was commonplace before this current pandemic started and will return once it ends.
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B2B-Sales-Controlling

Predictive Analytics & Controlling – How to use it in B2B Sales

How the sales analytics tools you use impact your sales controlling.

Controlling sales in B2B is increasingly becoming a high-tech game. Since selling cycles in business-to-business are getting longer and sales is getting more expensive, controlling need to look further into the future.

Machine learning, a well-known example of weak artificial intelligence, represents a fantastic opportunity for improvement in B2B sales controlling and business intelligence. It enriches the world of sales analytics with a substantial competitive advantage.

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