by Norbert Schuster | Mar 5, 2025 | Allgemein
Introduction Digitalisation has fundamentally changed the way companies interact with customers. Especially in the B2B sector and for complex offers that require explanation, it is essential to develop a well thought-out digital strategy for marketing and sales. But...
by Norbert Schuster | Jan 8, 2025 | Allgemein
How companies are mastering the digital transformation in marketing and sales with a new way of thinking and a new model How does sales work today? How can we organise modern sales in such a way that we master the challenges of our time that companies have to face in...
by Norbert Schuster | Oct 11, 2024 | Allgemein
I use the term ‘ego-posting’ to describe the behaviour of many companies in their communication. They communicate on their company website, their other presences and in their outbound activities only from the ego perspective (= ego posting). The term is derived from...
by Norbert Schuster | Sep 11, 2024 | Allgemein
When I talk about the ‘Green Banana Effect®’ in my consultations or seminars, I often get the following, justified objection from sales: ‘But how do we know that the banana or lead is not already ready for sales when it is generated? The lead could already be ripe and...
by Norbert Schuster | Aug 11, 2024 | Allgemein
If you have generated a new lead or reactivated existing customers, you could transfer the contact directly to your sales department without further development and qualification. However, it is very likely that in this case your sales department will not sing a song...
by Norbert Schuster | Jul 11, 2024 | Allgemein
The ‘Land – Expand – Explode’ strategy could also be described as a ‘foot in the door’ strategy. It supports the approach of first achieving the initial deal quickly and reliably and then penetrating the customer company further with repeat purchases,...
