2020 was unpredictable – but what does that in turn mean for 2021? Digital B2B-sales relies much more on AI-based solutions to derive targeted predictions for the future from collected data. In 2021, key trends for the use of AI in B2B-sales are therefore expected. Read More
Only those who know their customers can accompany and inspire them throughout their customer experience. All you need is the following approach: Customer Intelligence. Read More
Sales is one of the most important departments of any company. After all, the sales department is responsible for determining how much turnover is generated at the end of the year. For this purpose, a suitable sales strategy is needed. A large lever is hidden behind sales efficiency. Read More
The Corona crisis has signaled that sales work can progress more effectively. For companies, it is an opportunity to rethink their traditional way of doing business. In the classic sales structure, many potentials often remain untapped and/or too many resources are invested in uneconomical visits. Read More
Typical questions often arise in the context of customer portfolio management and exploitation: Which turnover can I expect with which customer? Which customer will generate how much turnover per product group? Which customers do not meet their sales expectations (underperformers) and should be approached with determination? Where do cross- and up-selling potentials arise? Read More
Our CEO Dr. Parsis Dastani had the great opportunity to attend the 31st intensive seminar “B2B Marketing and Sales” as a lecturer at the University of St. Gallen (HSG) on 30.09.2020. Dr. Parsis Dastani addressed numerous use cases in his presentation. Learn more about them in this article. Read More
In the classic sales structure, many sales employees focus on the active and good customer. However, caution is required: Some customers are visited far too frequently, while others do not fully exploit their potential. Read More
In the seventh part of the series of articles on Predictive Sales by PwC and Dastani Consulting, we show you how sales must proceed in concrete terms to keep the promise of AI. Read More
In the wake of the Corona pandemic, home offices have become part of the everyday life of many companies. The crisis has triggered a transformation in the way companies approach their customers, challenging existing B2B processes. Appropriate sales strategies are needed to ensure that sales remain efficient in the future. Read More
The sixth part of the article series by PwC and Dastani Consulting deals with the potential of Artificial Intelligence (AI) in churn management. An AI system can find the customers that indicate a willingness to change. But not every B2B customer churn is painful. Read More
