A mistake we often encounter in complex b2b sales* is to build too little emotional closeness to the customer. The customer is often primarily offered a clean solution technocratically. Here’s an example from one of my sales workshops: “The customer didn’t really understand our solution and thus our offer!” To the question: “What did you […]
3 tips to build more emotional closeness to your customer Read More »
“The demand for one’s own excellence is often insufficiently developed and it lacks good sales reviews that encourage self-reflection.” Pierre Martin Tweet In my job, I see many different companies. I see production lines through which materials flow as if by magic. Automated robots tease the last bit of productivity out of processes that are
Mistake number 7 of the 10 typical mistakes in complex b2b sales: “A lack of a common sales methodology prevents successful team selling.” There used to be two major camps when talking about sales. The “artists” who attributed success in sales to the personal behavior of the employees and the “mechanists” who firmly believed that
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