Rarely have I experienced times as turbulent as today. Partnerships and reliable structures that have endured for many decades are now suddenly crumbling. Power dynamics are shifting on both a large and small scale. New technologies are transforming #business models. Markets are reacting quickly…Read more»Anyone who wants to ensure stability today must be prepared to endure instability.
𝗗𝗲𝗿 𝗩𝗲𝗿𝘁𝗿𝗶𝗲𝗯 𝘃𝗼𝗻 𝗜𝗻𝘃𝗲𝘁𝘁𝗶𝘁𝗶𝗼Today, sales rarely fail because of the product—but rather because of the skill set.The platform economy is changing not only channels and processes, but also, quite specifically, the requirements for sales representatives. Anyone who still relies exclusively on experience, relationship building, discounts, and product depth when selling today will encounter challenges in their day-to-day work…Continue reading»Changing Skill Profiles in Sales
𝘃𝗲𝗿ä𝗻𝗱𝗲𝗿𝘁 𝗱𝗶𝗲 𝗩𝗲𝗿𝗺𝗮𝗿𝗸𝘁𝘂𝗻𝗴 𝘃is fundamentally changing—even if many still underestimate this. For years, the sale of capital goods was characterized by direct relationships, customized offers, and long decision-making cycles. Platforms were considered a B2C phenomenon. That is now changing noticeably. Digital B2B platforms…Continue reading»Platform economy…
I really like this graphic—it’s so simple, so clear, so unambiguous. It illustrates very vividly how priorities in tractor development have shifted—away from purely mechanical performance parameters and toward electronics, software, connectivity, telematics, and sustainability. Digitalization and…Read more»Priorities Are Shifting
Yesterday I rediscovered an old children’s book that had fascinated me greatly when I was a child. *The Green Cloud* sparked my imagination and let me experience amazing adventures in my mind. *The Green Cloud* is an adventure story that Neill used to read to his children at night…Continue reading »
Crises are no longer exceptional events—they are part of everyday life. Global uncertainties, technological disruption, and structural changes force companies and individuals to constantly navigate the balance between stability and change. What matters, therefore, is not whether crises occur, but how we deal with them.…Continue reading »
In B2B sales, we deal with vast amounts of data and information that are collected, stored, and made available in various locations. Some of the data comes from different digital sources, while some is on paper. It involves…Read more»Data…
𝗪𝗶𝗿 𝘀𝗶𝗻𝗱 𝗮𝘂𝗳 𝗲𝗶𝗻𝗲𝗺 𝗴𝘂𝘁𝗲𝗻 𝗪𝗲𝗴… a business associate told me… And he’s right. When I look at the 𝗕𝗮𝘂- 𝘂𝗻𝗱 𝗕𝗮𝘂𝗺𝗮𝘀𝗰𝗵𝗶𝗻𝗲𝗯𝗿𝗮𝗻𝗰𝗵𝗲, then a lot has really happened in recent years when it comes to digitalization. Processes on construction sites are increasingly being managed with…Continue reading»Digitalization
Digitalization has now permeated every aspect of the economy. It is no longer a question of 𝗼𝗯 whether to embark on this path, but rather 𝘄𝗶𝗲 how quickly and consistently one can do so. Companies are currently focusing primarily on digital measures…Read more»Digitalization in Sales