Business Intelligence in Tools in B2B Sales: Make or Buy?
B2B sales intelligence - should you make or buy your tool? With the cost of sales sky-rocketing and customers changing their buying behaviour, sales intelligence has become critical to the success of any company. This situation is especially…
Classifying Customers in B2B Sales: ABC Analysis and Then?
Joachim Meyn has many years of experience in B2B sales and customer management. In this article, he shares his expertise on "modern customer classification". Classifying customers and potential customers is always a topic for heated…
Five Strategies for Raising Prices in Wholesale
Price increases are a big topic right now. In this article, you will learn about five wholesale price increase strategies. Wholesale is also affected by global crises such as the Ukraine conflict and the Corona pandemic. On top of that, inflation…
How to Win Back Lost Customers in B2B
Joachim Meyn has many years of experience in B2B sales and customer management. In this article, he shares his impressions on the topic of "customer recovery". First of all, losing customers is an entirely normal process. Therefore, one of…
Level Up! How AI Upgrades B2B Sales Processes.
Perhaps you know the difference between effectiveness and efficiency. But do you take it into account in your daily work in sales? In this article, I show you how to upgrade your sales processes from effective to efficient to avoid "game…
Define and reduce customer attrition in the subscription industry
What is customer attrition in the subscription industry? What is an average churn rate? B2B companies can expect an average annual customer churn rate of around 11%, a recent study found. This cancellation rate fluctuates between countries…
Five Mistakes in the Implementation of New Technologies (AI) in Sales
Introducing new technologies for B2B sales is not always easy. In this article, you will learn which mistakes you should avoid. Joachim Meyn has many years of experience in B2B sales and has managed many projects in the area of CRM…
Why You are Not as Successful as You Think – Cognitive Biases in Everyday B2B Sales.
Do you f.e. know the "egocentric bias"? What perception disorders influence your (mis)success in B2B sales? I'm pretty sure you won't like to hear some of the things in this article. However, my advice to you is: open your eyes and get…
How To Achieve Acceptance of New Technologies in Sales?
Joachim Meyn worked in sales for many years and reports here on his experiences and learnings about the introduction and acceptance of new technologies in this area. From the title, one could now deduce that sales has a problem with the…
Will Artificial Intelligence be Picasso of Tomorrow?
Can Artificial Intelligence be creative? The cover picture shows the faces of four people. One person does not exist - artificial intelligence (AI) created it. Can you guess who? Number 1, 2, 3 or 4? Read the article to the end and we will tell…