Erfolg im Vertrieb

How to be successful in sales

In this article, you will learn the top seven traits and characteristics to succeed in sales.

Let's jump right into the topic and clear up some prejudices about salespeople.

Specific skills, attributes, and technical support are required by companies to be successful in sales.

We'll now go through the top seven features and discuss each in depth below.

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Business Intelligence und künstliche Intelligenz

Artificial Intelligence vs Business Intelligence - What is really self-service business analytics?

The difference between Business Intelligence (BI) and Self-Service BI and why Qymatix Predcitive Sales Software is not a traditional Self-Service BI solution.

2018 said Carlie J. Idoine, Research Director at Gartner:
"The trend of digitalization is driving the demand for analysis in all areas of modern business and administration.”

That's right. Not only large companies and big players, but also more and more SMEs have recognised the value of data analysis: Data-supported decisions to achieve corporate goals.

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Sales Management with AI

Sales Management with AI: Why Hyperautomation is becoming Inevitable in Sales.

By 2025, 75% of B2B organizations will use AI-powered sales solutions for hyperautomation, according to Gartner. Are you on board too?

There is keen interest in artificial intelligence (AI) and machine learning specifically for sales management in the B2B market. Gartner's "2021 CSO Priorities Pulse Survey" shows that investment in AI analytics and technologies is rising.

. It is well known that increasing competitive pressures, lower margins, and volumes of data not being appropriately used are critical drivers for sales management with AI. But other factors are making hyper-automation in sales inevitable.
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AI in b2b sales

Where AI already Supports Sales Today

Learn seven practical use cases where artificial intelligence is already supporting sales today.

More and more companies are using AI to streamline processes in sales and hand over unpleasant tasks to algorithms. AI is therefore assistance for sales without making employees obsolete.

The use of artificial intelligence (AI) is radically changing the way sales works. This primarily refers to sales processes under the influence of AI tools that make the work of sales employees easier, optimize operations and take away tasks that are perhaps not so readily done.
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New Technologies in Sales Mistakes

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 implementation. The following five mistakes when implementing new technologies are based on his experience.

This article is closely linked to my article on the acceptance of new technologies in sales.

This article applies not only to introducing new technologies in sales but also to introducing significant innovations or restructurings in all departments. In many companies, such processes run pretty smoothly, while in others, problems are on all fronts, and resistance is forming everywhere.

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Change of Perspective: Biases in B2B Sales

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 through it! It will be worth it for you...

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Challenges Wholesale

Current Challenges in B2B Wholesale

Between supplier price pressure, supply chain problems and customer anger: Why wholesalers win with value-based customer management.

Many wholesalers are currently struggling with sudden increases in purchasing and cost prices as well as unprecedented restrictions on their own ability to deliver. This has consequences. According to a recent survey by the IFO Institute, 62.4% of wholesalers see the need to significantly increase sales prices in the near future.

In a press release, the Central Association of German Electrical Engineering Trades (ZVEH) angrily complains that orders for almost all relevant products can no longer be processed due to worsening supply bottlenecks in the wholesale trade.
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Cooperation between Sales and Telephonemarketing

Cooperation Between Sales and Telemarketing

What does optimal cooperation between field sales and telemarketing look like? Is it still possible today?

In this article, you will learn about the nine important conditions for telemarketing and field sales to work together optimally.

The following conditions for good cooperation apply to external telemarketing agencies, freelancers in the field, and internal departments alike.

But now to some structural explanations:

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How to measure sales success correctly

That is a topic that is on the table repeatedly in almost every company and every sales organization and often leads to considerable disputes. It is also a topic that can frequently lead to the demotivation or churn of sales staff.

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Kosten B2B Vertrieb Leadgewinnung vs Bestandskunden

Customer Retention vs Customer Acqusition in B2B - What is More Expensive?

In this article, you will learn about an interesting B2B practice in which customer retention is contrasted with customer acquisition. What is more expensive?

In detail, distribution costs naturally differ from company to company. However, there are two steep theses in the generalization, which also appear again and again in the literature:
1. Acquiring a new customer is ten times as expensive as retaining an existing one.
2. In most cases (in B2B sales), the initial order from a new customer does not cover costs.

Interestingly, there are many citations for both theses in the literature on sales and marketing, but hardly any scientific studies.

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