B2B Sales: Timing and Speed
Timing and speed are not everything in B2B sales, but without them, there is nothing. If you look at the factors that are really crucial to…
KMU-Magazin no. 4/5, May 2020, pp. 42-43
Fabian Vollberg
Sales and Transparency: Like Oil and Water?
The term transparency is not self-explanatory. Every good transparency initiative begins with common goals and a common vision. In transparency…
Mandat Growthletter®, issue 05 2020, p. 6
Fabian Vollberg
“Sales Burns Through Our Profits.”
Many of the accusations of wastefulness levelled at sales departments are unfounded. The accusers ask too few questions and the sales department provides too few…
Mandat Growthletter®, issue 04 2020, p. 7
Fabian Vollberg
Strategy Execution in Sales
Strategies in sales are often inadequately executed. But what can company and sales management do to…
KMU-Magazin no. 1/2, February 2020, pp. 34-35
Fabian Vollberg
“The Sense of Profitability – of Derring-do and Unconditional Process Confidence”
The sense of profitability in sales is a sense and an orientation to the idea that there are three winners: the customer, the company and oneself. The sense of profitability…
Mandat Growthletter®, issue 03 2020, p. 6
Fabian Vollberg
Timing and Speed in Sales are Not Everything, But Without Them, There’s Nothing
A customer’s “yes” to a transaction is always based on a favorable constellation of certain factors. This favorable constellation …
Mandat Growthletter®, issue 02 2020, p. 7
Fabian Vollberg
“That’s Where I Want to Be.” – Judgement as a Key Skill on the Path to the Sales Target
Personal responsibility and judgement go hand in hand. Judgement is a key skill of strong sales staff. Judgement is…
Mandat Growthletter®, issue 01 2020, p. 7
Fabian Vollberg
Attracting and Retaining Strong Sales Staff
Yes, money is important, but in our experience, it’s not the be-all and end-all. Ask yourself what drives you to…
Mandat Growthletter®, issue 12 2019, p. 7
Fabian Vollberg
How Data Helps Us to Set Sales Priorities and Help the Customer
The art of assessing sales data is to stay simple. The precondition for a clear view of the data is first…
Mandat Growthletter®, issue 11 2019, p. 7
Fabian Vollberg
Ten Things in Sales to Nip in the Bud
We invest a great deal of time and energy in sales organizations to develop and implement new procedures, tools and much more…
KMU Magazin no. 10, October 2019, pp. 42-43
Fabian Vollberg
The Right Measure – The Sensible Approach to Measuring Sales
A sales department that measures neither input nor output is like a car without an instrument panel or a navigation system. Clarity and…
Mandat Growthletter®, issue 10 2019, page 7
Fabian Vollberg
Digital B2B Sales – It Doesn’t Have to be Amazon
“Strategy first, digitalization second” also applies to sales. Digitization in B2B sales can really turbo-charge profitable growth.
Mandat Growthletter®, issue 09 2019, p. 7
Fabian Vollberg
The Basis for Effective Sales Management
Only strong, systematic sales management can bring lasting growth success. Short-term, non-systematic successes are…
KMU Magazin no. 7/8, August 2019, pp. 52-53
Fabian Vollberg
A Break with Mediocrity
Mandat Growthletter®, issue 08 2019, p. 7
Fabian Vollberg
Trust, Promises, and Sales Success
Trust is everything when it comes to sales success. Relationships are the key to growth. Promises are an essential…
Mandat Growthletter®, issue 07 2019, p. 7
Fabian Vollberg
The Ideal Sales Representative: Qualities you Should be Looking for
Whether you want to add to your sales team, strengthen members of an existing team or even form a completely new team, clarity is essential.
Mandat Growthletter®, issue 06 2019, p. 7
Fabian Vollberg
Understanding Your Customer’s World
Strict customer orientation is not the only factor that makes growth-oriented companies successful, but also and above all…
KMU Magazin no. 4/5, May 2019, pp. 48-49
Fabian Vollberg
Internationalization in SMEs: Opportunities and Pitfalls in Sales
Internationalization requires precise, strategic advance thinking – not just operational planning. In foreign markets, too, placing the needs of customers before all else is essential…
Mandat Growthletter®, issue 05 2019, p. 7
Fabian Vollberg
The 7 Pillars of Effective Sales Management
In a nutshell: be clear, be fair, be a role model. In sales, it is particularly true that the key to exceptional long-term success is outstanding management…
Mandat Growthletter®, issue 04 2019, p. 7
Fabian Vollberg
Understanding Your Customer’s World Means Understanding Your Customer
To put it bluntly: Until you understand what the customer of your customer needs, you cannot serve your customer properly. What your customer needs…
Mandat Growthletter®, issue 03 2019, p. 7
Fabian Vollberg
Patterns of Success for Growth Projects
Sales is where strategy meets reality. This is the decisive proving ground for the success of a growth strategy. Nine prerequisites help to lay the groundwork…
KMU Magazin no. 1/2, February 2019, pp. 38-39
Fabian Vollberg
The Power of a Recommendation, Part 2
Targeted requesting of recommendations can become an enormously effective lever for the growth for your sales efforts. Part 1 lays out the first steps …
FLIESEN UND PLATTEN, issue 10 2018, pp. 40-41
Linda Vollberg
The Power of a Recommendation
To win new customers, build relationships, foster trust, and ultimately hold that first signed order in your hands…
FLIESEN UND PLATTEN, issue 09 2018, pp. 42-43
Linda Vollberg
Drivers and Obstacles to Growth in Sales
When it comes to growth, sales is the most important unit in the company. What this means for sales management in small and medium-sized companies …
Sales Management Review, issue 03 2016, pp. 61-67
Dr. Guido Quelle, Fabian Woikowsky
Never Break a Sales Promise
Well-intentioned promises that sound good are often expressed in mission statements but are not followed up on or further developed in day-to-day business.
KMU Magazin, issue 09 2015, pp. 36-37
Dr. Guido Quelle
Sales – The Most Critical Unit
Of course, every functional area is important for the success of a company, otherwise it would not exist. If we were to take things to the extreme…
KMU Magazin, issue 06 2014, pp. 38-39
Dr. Guido Quelle
Expansion: Opportunity or Strategic Misstep?
When it comes to growth, the following issues quickly come up: regional expansion or, perhaps, even internationalization…
KMU Magazin, issue 09 2014, pp. 42-43
Dr. Guido Quelle
Growth-oriented Market Activities
Smart growth is not a matter of simple addition, but of continuous renewal. This applies in particular to market development …
KMU Magazin, issue 11 2013, pp. 10-13
Dr. Guido Quelle
How Prepared is Your Company Really for Internationalization?
Everywhere you turn, you hear that the growth companies are striving for can no longer come from the domestic market alone. Whether this is really true in each individual case or only …
interview Magazin, issue 4 2013
Dr. Guido Quelle
Releasing the Brakes
The growth potential of sales can only flourish with the proper setup and only when it frees itself from the aversion to strategy and structures …
salesbusiness, issue 07/08.12, p. 38
Dr. Guido Quelle
Sales: Parking Brake or Engine for Growth?
Growth is impossible without good sales. This article outlines what it takes to release potential brakes on growth.
KMU Magazin, issue 06/07 2012, pp. 62-64
Dr. Guido Quelle
Release the Brakes, and Switch on the Turbo
Essentially, the mission is clear: the sales department is responsible for growth. In practice, however, expansion is threatened by obstacles to growth.
salesbusiness, issue 03.12, pp. 22-23
Dr. Guido Quelle
Common Progress Towards the Sales Market
salesbusiness, issue 12.09, pp. 34-35,
Springer Fachmedien Wiesbaden GmbH,
www.salesbusiness.de
Holger Kampshoff
Better Use of Market Potential
Der VertriebsSpezialist, issue 5/2009, pp. 16-17
Martin Gierse
All Power to Sales – The Customer is All That Counts
Technischer Handel, 8/2009, pp. 41-43
Dr. Guido Quelle, Holger Kampshoff
Company and Sales Go Hand in Hand
salesbusiness, issue January/February 2005, pp. 20-22
Dr. Guido Quelle
We Sell Where the Light is On
Zeitschrift für Führung und Organisation 2/05, © 2005 Schäffer-Poeschel Verlag für Wirtschaft, Steuern, Recht GmbH in Stuttgart.
Dr. Frank Kühn, Dr. Guido Quelle
Mandat Recommends: Internationalization Begins in the Home Market
f h Intralogistics, issue 06/2013
Dr. Guido Quelle