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Conducting negotiations successfully:

How to prepare yourself ideally in 7 steps

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.

The Seven Steps of Pipeline Management #5-7:

How to fill and develop the pipeline – sources and tactics

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.

Selling packages instead of services

What can you do to place additional services on the market? Often it makes sense for you to offer appropriate services for your products. However, billing on the basis of hourly or daily rates is then usually discussed. This is where the idea of building packages of products with corresponding services and pricing them with fixed prices or monthly installments arises in order to achieve reliable and repeatable sales. Now look at even more advantages in the VLOG.

The Seven Steps of Pipeline Management #2-4:

Know your measurements, AS-IS-Pipe and GAP

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

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.