Sales Controlling

Pricing-Analytics

Strength in price setting is your profit driver number one

The Impact of Pricing Analytics on your company earnings.

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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ai-sales

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.

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vertriebsziele-erreichen

Four Dangerous Signs That You Will Miss Your Sales Targets This Year

With a growth of 10.8 %, the year 2010 looked optimistic for the German media market, compared with 2008 and 2009. The improvement included online marketing, free magazines and trade journals, amongst others. Everyone was betting on an active recovery for the key market players.

However, on January 18, 2011, the second biggest European print service providers, Schlott Gruppe AG from Germany, opened insolvency proceedings.

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Correlation does not equal causality – KPIs in Sales

Watch your step! Sales managers and managing directors in B2B confuse correlation and causality.

Data-based decisions in sales are not always ad-hoc better than intuition. The reason for this is the frequent confusion between the terms causality and correlation.

How nice it would be if managing directors or sales executives regularly knew why something happened. Why individual customers churn; why one product does not sell well or sells more than others; why in the end a promising sales lead does not become a customer, regardless of how good our salespeople are.

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B2B Digital Transformation in Sales: Facts & Trends

Facts and trends about the B2B digital transformation

If you are leading a Business-to-Business manufacturer or distributor, you know it already: sales is currently experiencing a massive transformation across the globe.

Advancement in artificial intelligence technologies of the last five years is providing manufacturing businesses and distributors with new exciting potential.

According to McKinsey, companies now have at their disposal a set of powerful technological tools that are, when properly implemented, able to guarantee future growth:

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