Do you know if your sales team is taking care of the right customers at the right time? Efficient management of the deployment of sales resources requires transparency in terms of the customer universe and the overall market. It’s incredible the opportunities for sales optimization when potential data is available. 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
The fourth article in the series of articles by PwC and Dastani Consulting shows how AI can identify important cross- and up-selling potential. This new kind of transparency provides sales staff with information about products that they would not have considered for the client themselves. Read More
In recent years, much has been promised about artificial intelligence (AI). Their goal was to imitate and even improve human intelligence. Above all, it should serve to significantly increase the efficiency and effectiveness of sales. Since AI is able to recognize patterns in customers and prospects, different criteria can be compared and desired characteristics in customers and prospects can be identified. The application of AI and predictive analytics brought clear advantages for sales, especially in the hard times of Corona. Read More
The corona crisis will most likely change the way people live together and socialize in the long term. Digitisation acts as a kind of propellant for this change. Despite everything, COVID-19 has made it clear that sales work can also be more effective. Read More
Predictive analytics and AI are two terms that are used more and more frequently. These innovative technologies and digital tools are revolutionizing companies across industries and sectors. From automated processes to individual target customer approach in marketing to data-driven use in sales to target new customers with appropriate offers. Both terms are often used interchangeably and are practically synonymous. Read More
