Sales Success: speed pays off
In today's competitive business world, every minute counts. Companies that adopt new technologies quickly gain a significant advantage. That is especially true when it comes to using AI-driven predictive sales software in sales. Early…
Customer Optimization in Wholesale Distribution: The Hidden Treasure in ERP
How can existing customers be optimally retained and developed with ERP data mining? A revolution is underway in the vibrant heart of the German retail industry, where managers and sales managers juggle a seemingly endless variety of…
The Connection between Using AI in Sales and Change Management
AI and Change Management - A Necessary Duo? As artificial intelligence (AI) becomes increasingly integrated into sales, a key question arises: Do companies really need comprehensive change management to successfully implement these…
The Use of Artificial Intelligence in B2B Wholesale: A Success Story
It is a story about an AI journey with the Verband Technischer Handel (VTH). In March of this year, we organized a very well-received webinar with almost 200 registrations and over 100 participants. Shortly afterwards, I received an email…
3 Simple Ways B2B Sales Can Use ChatGPT – Examples
As a B2B sales manager, you understand the pressure of competing against e-commerce giants. In the current digital age, the success of your business largely depends on your ability to understand your customers better and predict their buying…
Where is Predictive Analytics used?
Surprising ways predictive analytics is used. Predictive analytics isn’t new. In fact, there’s a very old story about target loyalty and number crunching that’s now the stuff of textbooks. The possibilities offered by AI models have also…
AI: The Human Factor in B2B Sales
The Dance of Expectations and Realities when Implementing AI in B2B Sales. In the sprawling landscape of B2B sales, where specialist wholesalers in Germany grapple with the dual pressures of an ever-evolving e-commerce market and the need…
Explainable, Responsible and Trustworthy Artificial Intelligence – What is behind?
Since June 2023, the "AI Act" has been taking shape. With the AI Regulation, the EU Parliament is for the first time planning a legal framework for the development and use of artificial intelligence (AI) - also known as the "AI Act": “The…
Human and/or machine – Why we are afraid of AI: The ELIZA effect.
Does your robot vacuum cleaner have a name? Have you ever thought that Alexa has a sense of humour or Siri is having a bad day? And if Google Maps gets it wrong once and directs you right into a traffic jam, is that forgivable because it's a…
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…