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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