Center for Industrial Marketing St. Gallen AG

"𝐓𝐡𝐞 𝐦𝐨𝐫𝐞 𝐰𝐞 𝐬𝐡𝐚𝐫𝐞, 𝐭𝐡𝐞 𝐦𝐨𝐫𝐞 𝐰𝐞 𝐡𝐚𝐯𝐞?"💡 In an era dominated by an overload of information, one might think that sharing knowledge within a company would be effortless. Yet, in reality, gatekeeping often prevails between departments, hindering effective collaboration with key accounts. 🚫📊   However, in key account management, where multiple stakeholders are involved, sharing knowledge is not just beneficial—it's essential for success. 🤝🔑 Effective key account management demands interconnected collaboration and strategic, open communication to drive exceptional performance for key accounts. 🏢🔄   Explore, how you can improve knowledge sharing and boost your key account performance.🚀   #CiM #B2B #KeyAccountManagement #KnowledgeSharing

📊 𝐃𝐚𝐭𝐚-𝐃𝐫𝐢𝐯𝐞𝐧 𝐒𝐮𝐜𝐜𝐞𝐬𝐬 𝐢𝐧 𝐁2𝐁 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬 A recent article from Harvard Business Review explores customer-health scoring as a crucial strategy for enhancing B2B customer relationships. By harnessing data from diverse systems, companies can track and analyze customer usage patterns to assess and improve the overall health of their relationships, aiming to minimize churn and promote growth. 𝐊𝐞𝐲 𝐓𝐚𝐤𝐞𝐚𝐰𝐚𝐲𝐬 🔍 𝐇𝐞𝐚𝐥𝐭𝐡 𝐒𝐜𝐨𝐫𝐢𝐧𝐠: B2B companies are increasingly assessing the health or their customer relationships based on metrics across several dimensions: relationship quality, product interaction, and value realization. 🚀 𝐏𝐫𝐨𝐚𝐜𝐭𝐢𝐯𝐞 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭: By using sophisticated analytics, businesses can proactively manage customer accounts, addressing issues before they escalate and optimizing customer satisfaction. 📈 𝐒𝐭𝐫𝐚𝐭𝐞𝐠𝐢𝐜 𝐈𝐦𝐩𝐚𝐜𝐭: Effective customer-health scoring not only helps in maintaining existing relationships but also informs broader strategic decisions, contributing to a sustainable business growth model. This approach underscores the importance of data-driven strategies in managing customer relationships in the B2B sector. Explore the full insights here: https://lnkd.in/e_Q998Yt #CustomerSuccess #B2BMarketing #Analytics #DataDriven #BusinessStrategy #CiM

🔗 𝐒𝐞𝐚𝐦𝐥𝐞𝐬𝐬 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭 𝐰𝐢𝐭𝐡 𝐄𝐧𝐝-𝐭𝐨-𝐄𝐧𝐝 𝐏𝐫𝐨𝐜𝐞𝐬𝐬𝐞𝐬 🔗 In the competitive landscape, standardized processes for handling different types of business are key for effective customer management. By seamlessly connecting every stage of the buyer’s journey, businesses can deliver unparalleled value. 𝐊𝐞𝐲 𝐁𝐞𝐧𝐞𝐟𝐢𝐭𝐬: ✨ 𝐂𝐨𝐦𝐩𝐫𝐞𝐡𝐞𝐧𝐬𝐢𝐯𝐞 𝐈𝐧𝐬𝐢𝐠𝐡𝐭𝐬: Gain a complete view of customer interactions.  ⚙️ 𝐎𝐩𝐞𝐫𝐚𝐭𝐢𝐨𝐧𝐚𝐥 𝐄𝐟𝐟𝐢𝐜𝐢𝐞𝐧𝐜𝐲: Minimize bottlenecks and enhance productivity.  📈 𝐂𝐨𝐧𝐬𝐢𝐬𝐭𝐞𝐧𝐭 𝐐𝐮𝐚𝐥𝐢𝐭𝐲: Deliver a reliable and uniform experience. Embrace end-to-end processes to elevate customer satisfaction and drive business success. Are you ready to take your customer management to the next level? 🚀 #CiM #B2B #SalesPerformance #CustomerExperience #EndToEndProcesses #CustomerSatisfaction #Efficiency #Innovation 

🌟 𝐁𝐮𝐢𝐥𝐝 𝐒𝐭𝐫𝐨𝐧𝐠𝐞𝐫 𝐑𝐞𝐥𝐚𝐭𝐢𝐨𝐧𝐬𝐡𝐢𝐩𝐬 𝐢𝐧 𝐭𝐡𝐞 𝐃𝐢𝐠𝐢𝐭𝐚𝐥 𝐄𝐫𝐚 🌟   In a world where personal interaction seems to be losing relevance and digitalization increasingly sets the tone, B2B companies face the challenge to build and sustain strong relationships to their customers. Thus, businesses must adopt new approaches in relationship management and embrace new technologies.   Discover how to leverage new technologies to bring your relationship management to the next level. 🚀 #CiM #CustomerCentricity #B2BRelationships #TechInnovation #RelationshipManagement

"𝐏𝐫𝐨𝐜𝐮𝐫𝐞𝐦𝐞𝐧𝐭 𝐨𝐧𝐥𝐲 𝐰𝐚𝐧𝐭𝐬 𝐭𝐨 𝐩𝐮𝐬𝐡 𝐩𝐫𝐢𝐜𝐞𝐬 𝐝𝐨𝐰𝐧." 💰⬇ 🤔 Is that really the case? No, and here's why understanding procurement practices and goals can make a significant difference. In today’s competitive landscape, it’s crucial to understand that procurement is not just about cost-cutting. Strategic suppliers are leveraging creative solutions, differentiated collaboration models, and data-driven support to create win-win scenarios and build stronger, long-term relationships with their clients. Discover how you can align with your customers' strategic goals and elevate your business partnerships. 📊🔍💼 #CiM #B2B #Procurement #SupplierRelationships #CustomerSuccess #WinWin #BusinessStrategy #Partnerships https://lnkd.in/ehQZTyYV

🚀 Unlock Your Sales Potential! 🚀 In today's ever-changing business environment, sales is becoming the critical resource. As the interface between customers and companies, the role of a salesperson is vital. With rapid changes and technological advances, the skills required for success are evolving too. Discover which skills remain important and where to focus to stay a step ahead.    #CiM #SalesSuccess #B2B #SalesSkills #SolutionSelling

✨ 𝐓𝐡𝐞 𝐍𝐞𝐰 𝐄𝐫𝐚 𝐨𝐟 𝐂𝐮𝐬𝐭𝐨𝐦𝐞𝐫 𝐌𝐚𝐧𝐚𝐠𝐞𝐦𝐞𝐧𝐭 ✨ The B2B market is transforming with digitalization and AI at the forefront. 🚀 Efficient online sales for commodity products and solution sales for complex solutions are reshaping customer interactions. Successful companies know when to go digital and when to offer personal touchpoints. This evolution demands rethinking how sales, marketing, service, and product management collaborate. 💡 Discover how specialization and strategic digital tools can elevate customer relationships and drive business success. 🌐📈 Dive into the future of B2B with our insights #CiM #B2B #DigitalTransformation #SalesStrategy #CustomerSuccess #Innovation #BusinessGrowth 

🚀 𝐓𝐡𝐞 𝐂𝐡𝐚𝐧𝐠𝐢𝐧𝐠 𝐅𝐚𝐜𝐞 𝐨𝐟 𝐒𝐚𝐥𝐞𝐬: 𝐌𝐨𝐫𝐞 𝐓𝐡𝐚𝐧 𝐉𝐮𝐬𝐭 𝐃𝐞𝐚𝐥𝐬 🚀 The role of sales has evolved significantly over the past years, with responsibilities extending from mastering CRM systems to engaging in value-based and consultative selling. Today's sales professionals do much more than just close deals and build close customer relationships —they create value. 🔑 𝐊𝐞𝐲 𝐂𝐡𝐚𝐥𝐥𝐞𝐧𝐠𝐞: As responsibilities expand, it's crucial for management to prioritize and focus efforts to prevent overwhelming their teams. Effective leadership ensures that sales professionals are productive and not just busy. 🤔 Are your sales strategies adapting to these changes? How is management supporting your sales team in this evolving landscape? #SalesPerformance #BusinessStrategy #Leadership 

🚀 𝐔𝐧𝐯𝐞𝐢𝐥𝐢𝐧𝐠 𝐭𝐡𝐞 𝐒𝐞𝐜𝐫𝐞𝐭𝐬 𝐨𝐟 𝐌𝐨𝐝𝐞𝐫𝐧 𝐁2𝐁 𝐒𝐚𝐥𝐞𝐬 𝐒𝐮𝐜𝐜𝐞𝐬𝐬: 𝐓𝐡𝐞 𝐑𝐢𝐬𝐞 𝐨𝐟 𝐀𝐧𝐚𝐥𝐲𝐭𝐢𝐜𝐚𝐥 𝐒𝐤𝐢𝐥𝐥𝐬 📈 Scientific articles contain valuable management implications. We summarize the core findings for you. This week: In today's dynamic sales landscape, adaptation is key to staying ahead. Discover why analytical prowess is now a game-changer and how it directly impacts sales performance. Gain actionable insights to empower your sales team, recruit top talent, and foster a data-driven mindset.  #SalesPerformance #Analytics #B2BSuccess #CiM

𝗟𝗲𝘃𝗲𝗿𝗮𝗴𝗶𝗻𝗴 𝗗𝗶𝗴𝗶𝘁𝗮𝗹 𝗧𝗼𝗼𝗹𝘀 𝗶𝗻 𝗦𝗮𝗹𝗲𝘀 🛠️✨ 🌐💡 In the rapidly evolving digital landscape, a plethora of new tools and platforms promise to revolutionize customer management by enhancing efficiency and effectiveness. Digital tools offer invaluable data-driven insights and can significantly improve resource allocation. However, their true potential is only unlocked when users can integrate and manage this data effectively. Many businesses struggle to effectively blend digital tools, with the human element of their sales teams, which is crucial to amplify productivity and sales impact. Through compelling case studies, Harvard Business Review illustrates how companies can achieve measurable sales success by wisely implementing digital tools. 📊🚀 Success in digital initiatives follows a three-step process: 1.     🔍 𝗡𝗲𝗲𝗱: Analyze the buying organization's requirements. 2.     📏 𝗠𝗲𝗮𝘀𝘂𝗿𝗲: Align required sales behaviors with these needs. 3.     🛠️ 𝗧𝗼𝗼𝗹: Select appropriate tools to support these behaviors. It's about choosing the right tools for your strategy, not just solutions looking for a problem. Explore the full insights and learn how to enhance your sales strategy with digital tools effectively: https://lnkd.in/eKMfq5tA #DigitalTransformation #SalesStrategy #CustomerManagement #B2B ____________________ 𝗗𝗶𝗴𝗶𝘁𝗮𝗹𝗲 𝗧𝗼𝗼𝗹𝘀 𝗶𝗺 𝗦𝗮𝗹𝗲𝘀 𝘄𝗶𝗿𝗸𝘀𝗮𝗺 𝗲𝗶𝗻𝘀𝗲𝘁𝘇𝗲𝗻 🛠️✨ 🌐💡 Eine Vielzahl an immer neuen digitalen Tools und Plattformen verspricht, den Sales durch gesteigerte Effizienz und Effektivität zu revolutionieren. Durch datengestützte Einblicke können Kunden besser verstanden und Ressourcen wirksamer eingesetzt werden. Doch ihr wahres Potenzial wird nur dann ausgeschöpft, wenn Nutzer Daten effektiv managen und nutzen können. Viele Unternehmen haben jedoch Schwierigkeiten, digitale Werkzeuge wie KI effektiv mit der Verkaufsmannschaft aus Fleisch und Blut zu kombinieren. In ihrem Artikel von Harvard Business Review zeigen die Autoren anhand von Fallstudien auf, wie Unternehmen durch smarten Einsatz digitaler Tools messbare Sales-Erfolge erzielen konnten. 📊🚀 Dabei identifizieren Sie drei Schritte für erfolgreiche Digitalisierungsinitiativen:  1.     🔍 𝗕𝗲𝗱ü𝗿𝗳𝗻𝗶𝘀𝘀𝗲: Analyse der Bedürfnisse auf Kundenseite. 2.     📏 𝗠𝗮𝘀𝘀𝗻𝗮𝗵𝗺𝗲𝗻: Ableitung der benötigten Verhaltensweisen im Sales. 3.     🛠️ 𝗧𝗼𝗼𝗹𝘀: Auswahl geeigneter Werkzeuge. Es geht darum, die richtigen Werkzeuge für Ihre Strategie auszuwählen, nicht um «Solutions looking for a Problem». Erfahren Sie mehr unter: https://lnkd.in/eKMfq5tA #DigitalTransformation #SalesStrategy #CustomerManagement #B2B