The older members among us still remember the bygone era of sales. Contracts were sealed over dinner. Business relationships were based on years of trusting collaboration, and the CRM was the business card holder. Those days are gone. B2B sales have evolved from the intuitive…Read more»B2B sales have changed significantly
Die Welt dreht sich immer schneller. Technologische Fortschritte, sich wandelnde Kundenbedürfnisse und neue Wettbewerber fordern Unternehmen heraus, sich ständig anzupassen. Doch einfache Anpassungsprozesse reichen nicht mehr aus. Was Unternehmen heute brauchen, ist eine grundlegende Transformation. Warum Change nicht mehr reichtStellen… Weiterlesen »Wir brauchen Transformation und keinen Change
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…
Die einen werfen den anderen – salopp formuliert – vor, nicht das richtige Verständnis von Wirtschaft zu haben und nicht zu verstehen, wie Wirtschaft wirklich funktioniert – bzw. funktionieren könnte.Beide haben jeweils aus Ihrer Perspektive gute Gründe ihre Position zu… Weiterlesen »Startups und die etablierte Wirtschaft sind nicht die besten Freunde
In March 2024, Nobel laureate Daniel Kahneman passed away. As a behavioral economist, he refuted the mistaken assumption that humans are “homo economicus”—beings who always make decisions objectively and rationally, after weighing the alternatives and costs to their own advantage. This…Read more»The Gut Makes the Decision
This is an intriguing question that many companies across nearly all industries are currently grappling with. Last night, I attended a wonderful event on this topic. The event was hosted by Franziska Luh, an innovation strategist and founder of XO Projects GmbH in Hamburg. As…Read more»How do I bring innovation to established companies?
BOMAG Is the Global Market Leader Last Thursday, I spoke on the topic of “𝗱𝗶𝗴𝗶𝘁𝗮𝗹𝗲𝘀 𝗩𝗲𝗿𝗺𝗮𝗿𝗸𝘁𝗲𝗻 𝘃𝗼𝗻 𝗕𝗮𝘂𝗺𝗮𝘀𝗰𝗵𝗶𝗻𝗲𝗻” at BOMAG. It was an exciting workshop with interesting content. As a best-practice example, Daniel Fuge from Grimme presented the conversion of the…Continue reading»Workshop
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