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Potential-oriented segmentation

Potential-oriented segmentation

By Dastani Consulting

Many sales people often make the same mistake when dealing with their customer base: they evaluate their existing customers according to existing sales, but not according to their potential. However, it is important to also take a look at the customers’ potential, because potential sales opportunities with a customer naturally do not correspond to their actual sales. Read More

CVP and potential forecast

By Videos-EN

The Corona crisis has made it clear that sales can function more effectively. Companies should rethink this opportunity and their traditional actions. Intelligent AI methods are able to forecast sales expectations on the one hand and sales potential on the other.  Using a matrix, our CEO (Dr. Parsis Dastani) explains how many resources sales currently deploys and how many it should deploy in the future. Read More

Experiences and consequences from the Corona crisis

By Videos-EN

In the linked video interview, Prof. Dr. Sascha Alavi (Sales Management Department – Ruhr University in Bochum) and Prof. Dr. Christian Schmitz (Sales Management Department – Ruhr University in Bochum) address the following questions: What are the lessons learned from the Corona crisis? What are the consequences for the new normal? How has sales time changed overall? Read More

Artificial intelligence in lead management

By Videos-EN

Many prospects, but no new customers – artificial intelligence (AI) helps to maximize the closing rate. In a practical case, we explain with our colleagues from Cloudbridge Consulting how we maximize the conversion rate of leads with the help of AI. Read More

About the role of AI in the midmarket

By Videos-EN

In the following video interview, Dr. Parsis Dastani and Nicolas Wandschneider (Managing Director of Cloudbridge Consulting GmbH) discuss the role of Artificial Intelligence (AI) in the midmarket. In addition, the results of the Cloudbridge expert survey ‘Marketing Automation Report 2020’ are announced.  Read More

About the Corona Revolution in Sales

By Videos-EN

In the following video, our CEO Dr. Parsis Dastani talks about the ‘Corona Revolution in Sales’. Smart companies are using the Corona pandemic as an opportunity to restructure their sales organization. Conditional on the interaction of marketing and sales, a smarter way of selling results. Read More

The mega trend: Artificial Intelligence

By Videos-EN

Artificial intelligence (AI) is a real hype topic. On this occasion, our CEO Dr. Parsis Dastani talks to expert Dr. Jörg Dubiel in the following video interview about the application areas of AI (in distance selling and e-commerce) – because the challenge is to implement the insights of AI on a large scale so that it is ultimately felt by the customer. Read More

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