Die Value Proposition umfasst alle Kundennutzen-Aspekte einer Verkaufs-Opportunity. Sie bildet den Kern der Argumentation in Verkaufsgespräch und Verhandlung. Wenn ich im Rahmen meiner Vertriebstrainings Verkäufer im Lösungsvertrieb befrage, warum ein Kunde, mit dem diese Verkäufer seit Monaten in Verhandlungen stehen, Weiterlesen read more »
After three weeks of radio silence from NASAs veteran Mars rover Opportunity, mission managers regained contact with the robot only to find it had dropped into a self-imposed safe mode. Continue reading → read more »
The sun has cut communications from Earth to Mars rover Curiosity and will soon follow suit for rover Opportunity, Odyssey and the Mars Reconnaissance Orbiter (MRO). -> read more »
Die Steuerung der Verkaufschancen (Opportunities) im Lösungsvertrieb von Software oder Maschinen, erhöht die Erfolgschancen beim Verkaufsabschluss um etwa 40%. Wichtig ist, dass diese Vertriebssteuerung systematisch nach festen Kriterien realisiert ist. Egal, ob das Konzept auf Excel umgesetzt wurde, oder ein Weiterlesen read more »
What is the role of women in business or HR. This is a tricky question and is sensitive as well. The question is tricky because the answer is politically incorrect. And it is sensitive because it is just like asking “What is the role of a Gujarati in business or finance”. There can be valid answers to this question. Even someone can define a set of competencies for the whole community. These community competencies are very similar to the daily horoscope. They are not objective; they are not validated but... read more »
BooGlue is a patented industrial adhesive wich is especially designed to substitute conventional Isocyanates (MDI,TDI, HDI), Urea-formaldehyde (UF), and Polyurethane (PU, PUR) glues. The main feature that sets BooGlue apart from all the above adhesives, is that our glue is based on natural ingredients which makes it NON-TOXIC to use or process. The biggest challenge in creating an industrial eco-friendly adhesive however, is to [...] read more »
Today I will not make excuses. Instead I will make opportunities.It is so easy to find a reason not to do something. Especially when that something is hard, takes you out of your comfort zone, is not something you really want to do, involves change, requires us to stretch...You get it - It's easy to find excuses to not do the things that are hard work.There is no doubt that there are interruptions in life that cause you to place things on hold or rearrange plans. They shake you out of your normal existen... read more »
Whats your one word for 2013? The last few years Ive seen a new trend eclipse the new years resolution. I think people realize their resolutions often result in a pass/fail concept, and they walk away the second week in January feeling as if they failed. Instead, they are seeking God and asking Him to [...] read more »
In den komplexen Vertriebssituationen des Lösungsvertriebs werden Kaufentscheidungen von mehreren Entscheidern gemeinsam getroffen. Wie lässt sich das nutzen? Bei Maschinen und Anlagen sind sowohl der Produktionsleiter, wie der Qualitätsverantwortliche, möglicherweise der Produktmanager, der kaufmännische Leiter und natürlich ein Geschäftsführer oder Weiterlesen read more »
Does that person that always acts like they are the underdog irritate you? Does it ever seem like they carry the world on their shoulders, and everyone around them can feel it? Do you ever realize that you are looking in the mirror and that person is you?That, my dear Women Enough is a big ole chip on your shoulder.There may be many reasons why and ways how that chip got there. Perhaps there was an injustice done to you at some point. Possibly a friend or co-worker was catty and self serving in how they ... read more »
