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Change process for sales 4.0
  • Market factors must be analyzed and internal structures and processes must be compared (minimizing risks and taking advantage of opportunities).
  • Account and key account managers have to build up know-how about industries and customers.
  • The application knowledge must be deepened for communication with the departments.
  • The focus is increasingly on guiding and coaching the customer.
  • The customer's purchase vision may need to be developed or changed.
  • Further development of all communication channels to demonstrate customer proximity.
  • Marketing and sales have to develop customer offers for "practice" together with IT.
  • Become an “opinion leader”!

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