Sales Management in B2B is an ever-evolving discipline. The job has been rapidly changing over the past decade, and there is no stop in sight. New technologies emerge, Millennials hit the workspace and markets get disrupted.

Dynamic markets are nothing new. Technology, tools and analytics for B2B sales have invariably been moving forward during the past years. A new generation of sales representatives starts the job profession with different skills and expectations. Sales leaders need to answer what value can each new technology provide to their B2B sales organisation.

(more…)

All prices in Business-to-Business are dynamic. Some are just more dynamic than others.

Successful companies in B2B tend to adjust their prices based on factors such as production costs, competitor pricing, supply and demand. Dynamic pricing is a pricing strategy in which businesses adjust their prices for products or services based on current market situations.

Practitioners in B2B also refer to dynamic pricing as surge pricing, demand pricing, or time-based pricing. It relies on advanced B2B pricing analytics.

(more…)

An excerpt from Tamara Mayer’s bachelor thesis with a status quo analysis and recommendations for action.

Tamara Mayer is a graduate of the Landshut University of Applied Sciences and has dealt with the topic of artificial intelligence in B2B sales in her bachelor’s thesis. In the context of this thesis, she conducted several expert interviews – among others with the managing director of Qymatix Solutions GmbH Lucas Pedretti.

In the following excerpt of her work, Tamara Mayer gives concrete recommendations to companies who want to optimize their sales processes with AI.
(more…)

A B2B Recession-Proof Salesforce can keep any company afloat.

Is there a global recession looming? Although there is much speculation about the next global recession, most advanced economies are still not feeling the pain. However, every boom has its expiration date.

When the next recession comes and not whether it comes seems to be the right question.

Set aside for a moment the discussion about global risks outside the control of most B2B managers. Let’s focus on the specific steps that sales executives can take to make their sales team recession-proof.

(more…)

Watch your step! Many sales managers or managing directors in B2B mix up correlation and causality when it comes to data analysis.

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.

(more…)