Change process for sales 4.0Market 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.
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