Michael, welcome to CEVEYGROUP as an Associate Partner. Nice of you to answer a few questions about yourself today.
You know our product portfolio in leadership, sales productivity, change management. What are your specialties that you bring to the table as an associate partner here?
That is certainly my industrial experience. In >30 years I have been involved in B2B business, experienced (as customer and service provider) complex business initiations and actively and successfully driven all phases from prospecting to closing (and subsequent operations).
Which 3 trends do you think our customers should focus on at the moment?
– Increasingly, we see companies buying complex products and services like commodities. Content is pressed into templates, interaction with providers is standardized and minimized. This does not do justice to the contents and consequences of wrong purchasing decisions. We sales professionals must offer our customers tools to counter this.
– Top salespeople are rare. Attracting and retaining such can only be done in a 1A sales environment and with smart compensation/bonus methods.
– Especially in complex and long-standing B2B deals, we often see an “us vs. them” mentality. If this is still comprehensible during contract negotiations, the further relationship must be characterized by partnership and joint striving for improvement. Only “we together” leads to success.
What 3 specific tips can you give them in this regard?
In all cases, I recommend:
Work with professionals – like CeveyGroup!
My personal priorities are: focus on what you can do; strive for excellence in everything you do; actively promote collaboration with partners, customers, suppliers, etc.; be uncompromising in your professional and personal integrity.
About Michael Kluger:
Michael has spent his career in logistics & supply chain management. Master’s degree in the USA and mechanical engineering diploma in Dortmund, PhD in Dr.-Ing.
Stages of his career: Head of department Fraunhofer IML (development of a sales concept for complex research and consulting services) – Director Engineering Ryder Logistics
(responsible, among other things, for the development of customer solutions for new business) – Manager Inbound Material Flow & Logistics at Ford, where he was, among other things, a customer of B2B services and thus the addressee of many sales efforts – Group Director Business Development at Fiege Holding, where he built up and was responsible for sales and account management – Member of the Management Board of Schenker Deutschland AG, head of the Contract Logistics department. – From 2013, Michael was with Neovia Logistics, initially responsible for sales and account management in Europe, and later as Executive Vice President and COO based in Dallas, Texas.
Thank you very much, Michael. We look forward to working with you in the future.
#salesproductivity #leadership #changemanagement #CEVEYCONSULTING
