Expert Consulting: Sales

While many are rapidly driving forward the digitalization of their production processes, the digital transformation of B2B sales often lags behind - even though no one seriously doubts the potential of marketing automation. This is often due to a lack of solutions for marketing and sales. But companies can develop them. Our expert explains how.

In the phase before insolvency, sales were all too often severely weakened by massive savings. When defining a new sales strategy, it is therefore important to repair the damage and reverse the savings. However, this can sometimes seem like walking a tightrope: Because at the same time, sales must be generated in the short term to ensure long-term success. This makes it all the more important not to get bogged down when defining the new sales strategy. So what really matters when developing a strategy? Our expert says: Nobody can avoid these five measures.

In times of crisis, companies often cut back on sales first, often with fatal consequences: After all, sales is the spearhead of every company. It is wiser, however, to restructure it.

Indirect sales via a partner network has many advantages, including efficient scaling of your own sales. However, building a sales network is not just about the question of whether to focus more on quality or quantity when it comes to partners.

If you want to sell medical devices abroad, you need a strong local partner. Chambers of foreign trade are a good way to find such partners - but not always the best one.

Sales is also changing rapidly in the manufacturing industry at the moment: new sales channels are emerging, while the traditional sales force is becoming less important. However, our sales specialist believes that focusing solely on sales in this situation is short-sighted. It is much more important to align the organization as a whole with the market and customers. A conversation about sales excellence, seriousness when setting targets and why interim mandates are always also a learning process.

Japan is considered the most challenging market in the world. Many believe that SMEs have little chance of successfully entering the market. However, our expert believes that expansion into Japan is feasible if companies take certain special features into account.

Nowadays, an effective B2B sales strategy must be geared towards a company's customers as a whole. This requires a rethink at all levels - and in all departments.

The post-closing phase is often neglected in M&A projects - even though it lays the foundation for successful post-merger integration (PMI). But how do you properly prepare a post-closing phase in sales? Our expert has the answer.