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The Seven Steps of Pipeline Management #1:

How to set your sales target correctly

A sales pipeline is a summary of all sales opportunities that a sales person, business unit or company is pursuing with the aim of closing deals. A more detailed definition of the pipeline and a classification of its meaning can be found in this blog.

Avoid Loss Leaders

A new topic from a coaching session: Do I go into tenders aggressively and write offers for new customers with big discounts to get the project? This is the tactic of so-called Loss Leaders. See in the new VLOG why I recommend against it at the beginning of a customer relationship.

The S/POS* continuum of sales opportunities:

How to recognize and classify the probability of success

To optimize your business, expand your activities and thus increase your profits, exploiting your existing relationships is a promising approach.

What’s the right target for your sales people?

Today I have another example from a coaching session for you: a divisional manager has the challenge of defining goals for his sales representatives and account managers and justifying them accordingly. Find out in VLOG how to build the right framework using the practical example with a description of the initial situation.

The definition of your pipeline management:

How you organize your sales opportunities

To optimize your business, expand your activities and thus increase your profits, exploiting your existing relationships is a promising approach.

How to use references for cold calling across industries

You have established yourself in your market segment and are now planning to enter a new segment? You should approach this professionally and thoughtfully in order to get off to a successful start. In doing so, you can use your existing, meaningful references. Your references are even important across industry boundaries and in completely different markets. Learn in this VLOG, how you use this in cold calling.