{"id":21382,"date":"2020-04-07T14:34:01","date_gmt":"2020-04-07T12:34:01","guid":{"rendered":"https:\/\/mandat.de\/de\/?page_id=21382"},"modified":"2020-06-09T13:14:52","modified_gmt":"2020-06-09T11:14:52","slug":"sales-and-expansion","status":"publish","type":"page","link":"https:\/\/mandat.de\/de\/growth-expertise\/articles\/sales-and-expansion\/?lang=en","title":{"rendered":"Sales and Expansion"},"content":{"rendered":"<div id='layer_slider_1'  class='avia-layerslider main_color avia-shadow  avia-builder-el-0  el_before_av_one_third  avia-builder-el-first  container_wrap sidebar_right'  style='height: 201px;'  ><link href=\"https:\/\/fonts.googleapis.com\/css?family=Montserrat:100,100i,200,200i,300,300i,400,400i,500,500i,600,600i,700,700i,800,800i,900,900i\" rel=\"stylesheet\"><div id=\"layerslider_97_1urdbaj7qxbjm\"  class=\"ls-wp-container fitvidsignore ls-selectable\" style=\"width:1280px;height:200px;margin:0 auto;margin-bottom: 0px;\"><div class=\"ls-slide\" ><img width=\"1280\" height=\"201\" src=\"https:\/\/mandat.de\/de\/wp-content\/uploads\/2024\/06\/ls-project-97-slide-1.jpg\" class=\"ls-tn\" alt=\"\" srcset=\"https:\/\/mandat.de\/de\/wp-content\/uploads\/2024\/06\/ls-project-97-slide-1.jpg 1280w, https:\/\/mandat.de\/de\/wp-content\/uploads\/2024\/06\/ls-project-97-slide-1-300x47.jpg 300w, https:\/\/mandat.de\/de\/wp-content\/uploads\/2024\/06\/ls-project-97-slide-1-1030x162.jpg 1030w, https:\/\/mandat.de\/de\/wp-content\/uploads\/2024\/06\/ls-project-97-slide-1-768x121.jpg 768w, https:\/\/mandat.de\/de\/wp-content\/uploads\/2024\/06\/ls-project-97-slide-1-705x111.jpg 705w\" sizes=\"(max-width: 1280px) 100vw, 1280px\" \/><h1 style=\"top:0px;left:0px;text-align:initial;font-weight:600;mix-blend-mode:normal;font-size:196px;line-height:212px;color:#f5f5f5;font-family:Montserrat;\" class=\"ls-l ls-text-layer\" data-ls=\"showinfo:1;position:relative;\">Sales and Expansion<\/h1><h2 style=\"top:135px;left:-1px;text-align:initial;mix-blend-mode:normal;font-size:51px;line-height:57px;font-family:Montserrat;color:#133370;\" class=\"ls-l ls-text-layer\" data-ls=\"showinfo:1;position:relative;\">Sales and Expansion<\/h2><\/div><\/div><\/div><div id='after_layer_slider_1'  class='main_color av_default_container_wrap container_wrap sidebar_right'  ><div class='container av-section-cont-open' ><div class='template-page content  av-content-small alpha units'><div class='post-entry post-entry-type-page post-entry-21382'><div class='entry-content-wrapper clearfix'>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf\">\n.flex_column.av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf av_one_third  avia-builder-el-1  el_after_av_layerslider  el_before_av_one_third  avia-builder-el-first  first flex_column_div av-zero-column-padding  '     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-d1f7f1cb9df4c0896f095a16a6d70818\">\n#top .av-special-heading.av-av_heading-d1f7f1cb9df4c0896f095a16a6d70818{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-d1f7f1cb9df4c0896f095a16a6d70818 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-d1f7f1cb9df4c0896f095a16a6d70818 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-d1f7f1cb9df4c0896f095a16a6d70818 av-special-heading-h6  avia-builder-el-2  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Lighting and Stoking the Fire &#8211; Creating and Maintaining Enthusiasm<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div>\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 7\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 7\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 6\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 6\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>In sales initiatives, enthusiasm is highly beneficial. Generating enthusiasm is one thing, maintaining&#8230;<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p><em>Mandat Growthletter\u00ae, issue 06 2020, p. 6<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-4  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-5  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-c7892f60fa9c5187cd91003fae78e2fc\">\n#top #wrap_all .avia-button.av-av_button_big-c7892f60fa9c5187cd91003fae78e2fc{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-c7892f60fa9c5187cd91003fae78e2fc:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2020\/05\/06-2020-Mandat-Growthletter-\u2013-Aufbruchstimmung-Das-Feuer-zu\u0308nden-und-schu\u0308ren.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-c7892f60fa9c5187cd91003fae78e2fc avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-6  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  '     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-8119f0e1b5b40600a36ce5b318bb2d4c\">\n#top .av-special-heading.av-av_heading-8119f0e1b5b40600a36ce5b318bb2d4c{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-8119f0e1b5b40600a36ce5b318bb2d4c .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-8119f0e1b5b40600a36ce5b318bb2d4c .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-8119f0e1b5b40600a36ce5b318bb2d4c av-special-heading-h6  avia-builder-el-7  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >B2B Sales: Timing and Speed<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>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&#8230;<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p><em>KMU-Magazin no. 4\/5, May 2020, pp. 42-43<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-9  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-10  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-d54226d8453f3231686ab9338b215ea0\">\n#top #wrap_all .avia-button.av-av_button_big-d54226d8453f3231686ab9338b215ea0{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-d54226d8453f3231686ab9338b215ea0:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2020\/05\/Ueber-Timing-und-Geschwindigkeit.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-d54226d8453f3231686ab9338b215ea0 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-11  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  '     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-dc538089a040b0a4822b2526211d5c70\">\n#top .av-special-heading.av-av_heading-dc538089a040b0a4822b2526211d5c70{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-dc538089a040b0a4822b2526211d5c70 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-dc538089a040b0a4822b2526211d5c70 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-dc538089a040b0a4822b2526211d5c70 av-special-heading-h6  avia-builder-el-12  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Sales and Transparency: Like Oil and Water?<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div>\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 7\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 7\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 6\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>The term transparency is not self-explanatory. Every good transparency initiative begins with common goals and a common vision. In transparency&#8230;<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p><em>Mandat Growthletter\u00ae, issue 05 2020, p. 6<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-14  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-15  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-56cb037e6a0bf25fea17137f31d69b57\">\n#top #wrap_all .avia-button.av-av_button_big-56cb037e6a0bf25fea17137f31d69b57{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-56cb037e6a0bf25fea17137f31d69b57:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2020\/04\/05-2020-Mandat-Growthletter-\u2013-Transparenz-Vertrieb-und-Transparenz.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-56cb037e6a0bf25fea17137f31d69b57 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf\">\n.flex_column.av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf av_one_third  avia-builder-el-16  el_after_av_one_third  el_before_av_one_third  first flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-e6e523c1b59dc1f615a88176a56b4395\">\n#top .av-special-heading.av-av_heading-e6e523c1b59dc1f615a88176a56b4395{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-e6e523c1b59dc1f615a88176a56b4395 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-e6e523c1b59dc1f615a88176a56b4395 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-e6e523c1b59dc1f615a88176a56b4395 av-special-heading-h6  avia-builder-el-17  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  ><span class='special_amp'>&#8222;<\/span>Sales Burns Through Our Profits.<span class='special_amp'>&#8220;<\/span><\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 7\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 7\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>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&#8230;<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p><em>Mandat Growthletter\u00ae, issue 04 2020, p. 7<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-19  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-20  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-f1b1942f1664cbe4f949a703f41c6a1e\">\n#top #wrap_all .avia-button.av-av_button_big-f1b1942f1664cbe4f949a703f41c6a1e{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-f1b1942f1664cbe4f949a703f41c6a1e:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2020\/04\/04-2020-Mandat-Growthletter-\u2013-Verschwendung-Der-Vertrieb-verbrennt-was-wir-verdienen.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-f1b1942f1664cbe4f949a703f41c6a1e avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div><\/p>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-21  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-488c436b2700bc1880b3e9b3e94a18c2\">\n#top .av-special-heading.av-av_heading-488c436b2700bc1880b3e9b3e94a18c2{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-488c436b2700bc1880b3e9b3e94a18c2 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-488c436b2700bc1880b3e9b3e94a18c2 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-488c436b2700bc1880b3e9b3e94a18c2 av-special-heading-h6  avia-builder-el-22  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Strategy Execution in Sales<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>Strategies in sales are often inadequately executed. But what can company and sales management do to&#8230;<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p><em>KMU-Magazin no. 1\/2, February 2020, pp. 34-35<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-24  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-25  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-e842ead13009e38cdf0fce99726728f0\">\n#top #wrap_all .avia-button.av-av_button_big-e842ead13009e38cdf0fce99726728f0{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-e842ead13009e38cdf0fce99726728f0:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2020\/03\/Strategieumsetzung-im-Vertrieb.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-e842ead13009e38cdf0fce99726728f0 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-26  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-0150daf962d711b338fdf99aa86e51e5\">\n#top .av-special-heading.av-av_heading-0150daf962d711b338fdf99aa86e51e5{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-0150daf962d711b338fdf99aa86e51e5 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-0150daf962d711b338fdf99aa86e51e5 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-0150daf962d711b338fdf99aa86e51e5 av-special-heading-h6  avia-builder-el-27  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  ><span class='special_amp'>&#8222;<\/span>The Sense of Profitability \u2013 of Derring-do and Unconditional Process Confidence<span class='special_amp'>&#8220;<\/span><\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 7\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>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&#8230;<\/p>\n<p><em>Mandat Growthletter\u00ae, issue 03 2020, p. 6<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-29  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-30  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-a9ce4dd6834ddef44afd30f6ef9ef175\">\n#top #wrap_all .avia-button.av-av_button_big-a9ce4dd6834ddef44afd30f6ef9ef175{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-a9ce4dd6834ddef44afd30f6ef9ef175:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2020\/02\/03-2020-Mandat-Growthletter-\u2013-Gewinnsinn-Von-Husarenritten-und-bedingungslosem-Prozessvertrauen.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-a9ce4dd6834ddef44afd30f6ef9ef175 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf\">\n.flex_column.av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf av_one_third  avia-builder-el-31  el_after_av_one_third  el_before_av_one_third  first flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-f6ce1dccdbe8c8d0d7aecebd014e5f67\">\n#top .av-special-heading.av-av_heading-f6ce1dccdbe8c8d0d7aecebd014e5f67{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-f6ce1dccdbe8c8d0d7aecebd014e5f67 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-f6ce1dccdbe8c8d0d7aecebd014e5f67 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-f6ce1dccdbe8c8d0d7aecebd014e5f67 av-special-heading-h6  avia-builder-el-32  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Timing and Speed in Sales are Not Everything, But Without Them, There\u2019s Nothing<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 7\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>A customer&#8217;s &#8222;yes&#8220; to a transaction is always based on a favorable constellation of certain factors. This favorable constellation &#8230;<\/p>\n<p><em>Mandat Growthletter\u00ae, issue 02 2020, p. 7<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-34  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-35  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-c72c77868e8af37efe2f0c544357d5aa\">\n#top #wrap_all .avia-button.av-av_button_big-c72c77868e8af37efe2f0c544357d5aa{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-c72c77868e8af37efe2f0c544357d5aa:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2020\/01\/02-2020-Mandat-Growthletter-\u2013-Geschwindigkeit-Timing-und-Geschwindigkeit.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-c72c77868e8af37efe2f0c544357d5aa avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-36  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-e908b0133e69606d31f39a2b6763851f\">\n#top .av-special-heading.av-av_heading-e908b0133e69606d31f39a2b6763851f{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-e908b0133e69606d31f39a2b6763851f .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-e908b0133e69606d31f39a2b6763851f .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-e908b0133e69606d31f39a2b6763851f av-special-heading-h6  avia-builder-el-37  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  ><span class='special_amp'>&#8222;<\/span>That\u2019s Where I Want to Be.<span class='special_amp'>&#8220;<\/span> &#8211; Judgement as a Key Skill on the Path to the Sales Target<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 7\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>Personal responsibility and judgement go hand in hand. Judgement is a key skill of strong sales staff. Judgement is&#8230;<\/p>\n<p><em>Mandat Growthletter\u00ae, issue 01 2020, p. 7<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-39  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-40  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-7b7516785ddec2e284baa8ac46d463ac\">\n#top #wrap_all .avia-button.av-av_button_big-7b7516785ddec2e284baa8ac46d463ac{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-7b7516785ddec2e284baa8ac46d463ac:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2019\/12\/01-2020-Mandat-Growthletter-\u2013-Urteilsvermo\u0308gen-Vertrieb-und-Expansion.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-7b7516785ddec2e284baa8ac46d463ac avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-41  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-59104c4a4e49da8128581cfead8d997c\">\n#top .av-special-heading.av-av_heading-59104c4a4e49da8128581cfead8d997c{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-59104c4a4e49da8128581cfead8d997c .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-59104c4a4e49da8128581cfead8d997c .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-59104c4a4e49da8128581cfead8d997c av-special-heading-h6  avia-builder-el-42  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Attracting and Retaining Strong Sales Staff<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 7\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>Yes, money is important, but in our experience, it&#8217;s not the be-all and end-all. Ask yourself what drives you to&#8230;<\/p>\n<p><em>Mandat Growthletter\u00ae, issue 12 2019, p. 7<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-44  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-45  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-aac406a431f95ef67fa0721588356bb4\">\n#top #wrap_all .avia-button.av-av_button_big-aac406a431f95ef67fa0721588356bb4{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-aac406a431f95ef67fa0721588356bb4:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2019\/11\/12-2019-Mandat-Growthletter-\u2013-Mitarbeiter-gewinnen-Gute-Mitarbeiter-im-Vertrieb-gewinnen-und-halten.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-aac406a431f95ef67fa0721588356bb4 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf\">\n.flex_column.av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf av_one_third  avia-builder-el-46  el_after_av_one_third  el_before_av_one_third  first flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-39f17afcdc3bea86db42190ccbcca3af\">\n#top .av-special-heading.av-av_heading-39f17afcdc3bea86db42190ccbcca3af{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-39f17afcdc3bea86db42190ccbcca3af .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-39f17afcdc3bea86db42190ccbcca3af .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-39f17afcdc3bea86db42190ccbcca3af av-special-heading-h6  avia-builder-el-47  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >How Data Helps Us to Set Sales Priorities and Help the Customer<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 7\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>The art of assessing sales data is to stay simple. The precondition for a clear view of the data is first&#8230;<\/p>\n<p><em>Mandat Growthletter\u00ae, issue 11 2019, p. 7<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-49  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-50  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-c0ab02c83efa515f7ddff7df4128925b\">\n#top #wrap_all .avia-button.av-av_button_big-c0ab02c83efa515f7ddff7df4128925b{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-c0ab02c83efa515f7ddff7df4128925b:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2019\/11\/11-2019-Mandat-Growthletter-\u2013-Durchblick-behalten-Vertrieb-und-Expansion.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-c0ab02c83efa515f7ddff7df4128925b avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-51  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-b047d45abc3733f3af5e2fe441637d0e\">\n#top .av-special-heading.av-av_heading-b047d45abc3733f3af5e2fe441637d0e{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-b047d45abc3733f3af5e2fe441637d0e .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-b047d45abc3733f3af5e2fe441637d0e .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-b047d45abc3733f3af5e2fe441637d0e av-special-heading-h6  avia-builder-el-52  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Ten Things in Sales to Nip in the Bud<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>We invest a great deal of time and energy in sales organizations to develop and implement new procedures, tools and much more&#8230;<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p><em>KMU Magazin no. 10, October 2019, pp. 42-43<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-54  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-55  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-86b05d172d006838e67a8e9151ee3b36\">\n#top #wrap_all .avia-button.av-av_button_big-86b05d172d006838e67a8e9151ee3b36{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-86b05d172d006838e67a8e9151ee3b36:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2020\/01\/Zehn-Dinge-die-es-im-Vertrieb-zu-stoppen-gilt.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-86b05d172d006838e67a8e9151ee3b36 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-56  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-7131bd198de6a49e960d21f6d689729f\">\n#top .av-special-heading.av-av_heading-7131bd198de6a49e960d21f6d689729f{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-7131bd198de6a49e960d21f6d689729f .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-7131bd198de6a49e960d21f6d689729f .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-7131bd198de6a49e960d21f6d689729f av-special-heading-h6  avia-builder-el-57  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >The Right Measure &#8211; The Sensible Approach to Measuring Sales<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>A sales department that measures neither input nor output is like a car without an instrument panel or a navigation system. Clarity and&#8230;<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p><em>Mandat Growthletter\u00ae, issue 10 2019, page 7<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-59  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-60  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-9485823dfb93b0fa9ed5b45f72937a44\">\n#top #wrap_all .avia-button.av-av_button_big-9485823dfb93b0fa9ed5b45f72937a44{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-9485823dfb93b0fa9ed5b45f72937a44:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2019\/10\/10-2019-Mandat-Growthletter-\u2013-Erfolg-erkennen-Das-richtige-Mass.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-9485823dfb93b0fa9ed5b45f72937a44 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf\">\n.flex_column.av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf av_one_third  avia-builder-el-61  el_after_av_one_third  el_before_av_one_third  first flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-ed7049f19b2d776891656e57dfd67af7\">\n#top .av-special-heading.av-av_heading-ed7049f19b2d776891656e57dfd67af7{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-ed7049f19b2d776891656e57dfd67af7 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-ed7049f19b2d776891656e57dfd67af7 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-ed7049f19b2d776891656e57dfd67af7 av-special-heading-h6  avia-builder-el-62  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Digital B2B Sales &#8211; It Doesn\u2019t Have to be Amazon<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>&#8222;Strategy first, digitalization second&#8220; also applies to sales. Digitization in B2B sales can really turbo-charge profitable growth.<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p><em>Mandat Growthletter\u00ae, issue 09 2019, p. 7<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-64  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-65  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-f7c790d012816ccba806c76728452cc8\">\n#top #wrap_all .avia-button.av-av_button_big-f7c790d012816ccba806c76728452cc8{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-f7c790d012816ccba806c76728452cc8:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2019\/08\/09-2019-Mandat-Growthletter-\u2013-Cool-bleiben-B2B-Vertrieb-digital.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-f7c790d012816ccba806c76728452cc8 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-66  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-173e34c08357371dff3f9056851e2f8a\">\n#top .av-special-heading.av-av_heading-173e34c08357371dff3f9056851e2f8a{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-173e34c08357371dff3f9056851e2f8a .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-173e34c08357371dff3f9056851e2f8a .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-173e34c08357371dff3f9056851e2f8a av-special-heading-h6  avia-builder-el-67  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >The Basis for Effective Sales Management<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">\n<p>Only strong, systematic sales management can bring lasting growth success. Short-term, non-systematic successes are&#8230;<\/p>\n<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p><em>KMU Magazin no. 7\/8, August 2019, pp. 52-53<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-69  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-70  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-0a33c68ca8fa0a5615b3ac7cb8f55393\">\n#top #wrap_all .avia-button.av-av_button_big-0a33c68ca8fa0a5615b3ac7cb8f55393{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-0a33c68ca8fa0a5615b3ac7cb8f55393:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2019\/08\/Die-Basis-fuer-wirksame-Vertriebsfuehrung.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-0a33c68ca8fa0a5615b3ac7cb8f55393 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-71  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-3002669a5cf59bfe4ebb8b065d97f642\">\n#top .av-special-heading.av-av_heading-3002669a5cf59bfe4ebb8b065d97f642{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-3002669a5cf59bfe4ebb8b065d97f642 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-3002669a5cf59bfe4ebb8b065d97f642 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-3002669a5cf59bfe4ebb8b065d97f642 av-special-heading-h6  avia-builder-el-72  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >A Break with Mediocrity<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div class=\"page\" title=\"Page 1\">\n<div class=\"section\">\n<div class=\"layoutArea\">\n<div class=\"column\">The best growth is to be found beyond mediocrity. To be different and to grow beyond mediocrity&#8230;<\/div>\n<\/div>\n<\/div>\n<\/div>\n<p><em>Mandat Growthletter\u00ae, issue 08 2019, p. 7<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-74  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-75  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-76f46455989c66ef154cd28fa45a7db7\">\n#top #wrap_all .avia-button.av-av_button_big-76f46455989c66ef154cd28fa45a7db7{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-76f46455989c66ef154cd28fa45a7db7:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2019\/08\/08-2019-Mandat-Growthletter-\u2013-Anders-sein-Weg-vom-Mittelma\u00df.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-76f46455989c66ef154cd28fa45a7db7 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf\">\n.flex_column.av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf av_one_third  avia-builder-el-76  el_after_av_one_third  el_before_av_one_third  first flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-cb7ea9dfbcca49ea6ff25e2a2ba23d7c\">\n#top .av-special-heading.av-av_heading-cb7ea9dfbcca49ea6ff25e2a2ba23d7c{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-cb7ea9dfbcca49ea6ff25e2a2ba23d7c .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-cb7ea9dfbcca49ea6ff25e2a2ba23d7c .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-cb7ea9dfbcca49ea6ff25e2a2ba23d7c av-special-heading-h6  avia-builder-el-77  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Trust, Promises, and Sales Success<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Trust is everything when it comes to sales success. Relationships are the key to growth. Promises are an essential&#8230;<\/p>\n<p><em>Mandat Growthletter\u00ae, issue 07 2019, p. 7<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-79  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-80  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-ad6af37c83f1a09fd21a40600d0eadeb\">\n#top #wrap_all .avia-button.av-av_button_big-ad6af37c83f1a09fd21a40600d0eadeb{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-ad6af37c83f1a09fd21a40600d0eadeb:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2019\/06\/07-2019-Mandat-Growthletter-\u2013-Versprechen-halten-Vertrieb-und-Expansion.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-ad6af37c83f1a09fd21a40600d0eadeb avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-81  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-b788b78d64197b081a912749560d66df\">\n#top .av-special-heading.av-av_heading-b788b78d64197b081a912749560d66df{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-b788b78d64197b081a912749560d66df .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-b788b78d64197b081a912749560d66df .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-b788b78d64197b081a912749560d66df av-special-heading-h6  avia-builder-el-82  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >The Ideal Sales Representative: Qualities you Should be Looking for<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>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.<\/p>\n<p><em>Mandat Growthletter\u00ae, issue 06 2019, p. 7<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-84  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-85  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-4fe090f8a1e47db773a051896ab3381c\">\n#top #wrap_all .avia-button.av-av_button_big-4fe090f8a1e47db773a051896ab3381c{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-4fe090f8a1e47db773a051896ab3381c:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2019\/07\/06-2019-Mandat-Growthletter-\u2013-Sta\u0308rken-sta\u0308rken-Der-ideale-Vertriebsmitarbeiter.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-4fe090f8a1e47db773a051896ab3381c avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-86  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-01457257b2298a60194e410d299839db\">\n#top .av-special-heading.av-av_heading-01457257b2298a60194e410d299839db{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-01457257b2298a60194e410d299839db .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-01457257b2298a60194e410d299839db .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-01457257b2298a60194e410d299839db av-special-heading-h6  avia-builder-el-87  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Understanding Your Customer\u2019s World<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Strict customer orientation is not the only factor that makes growth-oriented companies successful, but also and above all&#8230;<\/p>\n<p><em>KMU Magazin no. 4\/5, May 2019, pp. 48-49<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-89  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-90  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-6a7abf2c515d9ae5468c608afc7c8e24\">\n#top #wrap_all .avia-button.av-av_button_big-6a7abf2c515d9ae5468c608afc7c8e24{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-6a7abf2c515d9ae5468c608afc7c8e24:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2019\/07\/1905-KMU-Magazin-Kolumne-Die-Welt-des-eigenen-Kunden-verstehen.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-6a7abf2c515d9ae5468c608afc7c8e24 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf\">\n.flex_column.av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf av_one_third  avia-builder-el-91  el_after_av_one_third  el_before_av_one_third  first flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-57e1e06aa34ba8e5526e0921dbd52da9\">\n#top .av-special-heading.av-av_heading-57e1e06aa34ba8e5526e0921dbd52da9{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-57e1e06aa34ba8e5526e0921dbd52da9 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-57e1e06aa34ba8e5526e0921dbd52da9 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-57e1e06aa34ba8e5526e0921dbd52da9 av-special-heading-h6  avia-builder-el-92  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Internationalization in SMEs: Opportunities and Pitfalls in Sales <\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Internationalization requires precise, strategic advance thinking \u2013 not just operational planning. In foreign markets, too, placing the needs of customers before all else is essential&#8230;<\/p>\n<p><em>Mandat Growthletter\u00ae, issue 05 2019, p. 7<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-94  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-95  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-6cb7f3c0bd71160a5e0f4c5e59ef180a\">\n#top #wrap_all .avia-button.av-av_button_big-6cb7f3c0bd71160a5e0f4c5e59ef180a{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-6cb7f3c0bd71160a5e0f4c5e59ef180a:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/mandat.de\/de\/wp-content\/uploads\/2019\/07\/05-2019-Mandat-Growthletter-\u2013-Internationalisierung-im-Mittelstand.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-6cb7f3c0bd71160a5e0f4c5e59ef180a avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-96  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-b74b679257b853686ef45538f60e019d\">\n#top .av-special-heading.av-av_heading-b74b679257b853686ef45538f60e019d{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-b74b679257b853686ef45538f60e019d .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-b74b679257b853686ef45538f60e019d .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-b74b679257b853686ef45538f60e019d av-special-heading-h6  avia-builder-el-97  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >The 7 Pillars of Effective Sales Management<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>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&#8230;<\/p>\n<p><em>Mandat Growthletter\u00ae, issue 04 2019, p. 7<\/em><br \/>\n<em><strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-99  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-100  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-b5ea31bf41ab1b736debd083d67b6b3a\">\n#top #wrap_all .avia-button.av-av_button_big-b5ea31bf41ab1b736debd083d67b6b3a{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-b5ea31bf41ab1b736debd083d67b6b3a:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/04-2019-Sieben-S%C3%A4ulen-wirksamer-Vertriebsf%C3%BChrung.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-b5ea31bf41ab1b736debd083d67b6b3a avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-101  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-0b90330719d98f5d06ef7cbcc2d32206\">\n#top .av-special-heading.av-av_heading-0b90330719d98f5d06ef7cbcc2d32206{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-0b90330719d98f5d06ef7cbcc2d32206 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-0b90330719d98f5d06ef7cbcc2d32206 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-0b90330719d98f5d06ef7cbcc2d32206 av-special-heading-h6  avia-builder-el-102  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Understanding Your Customer\u2019s World Means Understanding Your Customer<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>To put it bluntly: Until you understand what the customer of your customer needs, you cannot serve your customer properly. What your customer needs&#8230;<\/p>\n<p><em>Mandat Growthletter\u00ae, issue 03 2019, p. 7<br \/>\n<strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-104  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-105  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-b3b8bb2448e9467562ef7aa34503a437\">\n#top #wrap_all .avia-button.av-av_button_big-b3b8bb2448e9467562ef7aa34503a437{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-b3b8bb2448e9467562ef7aa34503a437:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/03-2019-Die-Welt-Ihres-Kunden-zu-verstehen-hei%C3%9Ft-Ihren-Kunden-zu-verstehen.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-b3b8bb2448e9467562ef7aa34503a437 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf\">\n.flex_column.av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf av_one_third  avia-builder-el-106  el_after_av_one_third  el_before_av_one_third  first flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-396a83cf78fc2656aa11ace369d86466\">\n#top .av-special-heading.av-av_heading-396a83cf78fc2656aa11ace369d86466{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-396a83cf78fc2656aa11ace369d86466 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-396a83cf78fc2656aa11ace369d86466 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-396a83cf78fc2656aa11ace369d86466 av-special-heading-h6  avia-builder-el-107  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Patterns of Success for Growth Projects<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>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&#8230;<\/p>\n<p><em>KMU Magazin no. 1\/2, February 2019, pp. 38-39<br \/>\n<strong>Fabian Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-109  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-110  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-58680f36ed9aed9d66595d5bf5db96a8\">\n#top #wrap_all .avia-button.av-av_button_big-58680f36ed9aed9d66595d5bf5db96a8{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-58680f36ed9aed9d66595d5bf5db96a8:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/1902-KMU-Magazin-Kolumne-Erfolgsmuster-f%C3%BCr-Wachstumsprojekte.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-58680f36ed9aed9d66595d5bf5db96a8 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-111  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-defd45ccc5e14accf324e92cd5fc5945\">\n#top .av-special-heading.av-av_heading-defd45ccc5e14accf324e92cd5fc5945{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-defd45ccc5e14accf324e92cd5fc5945 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-defd45ccc5e14accf324e92cd5fc5945 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-defd45ccc5e14accf324e92cd5fc5945 av-special-heading-h6  avia-builder-el-112  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >The Power of a Recommendation, Part 2<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Targeted requesting of recommendations can become an enormously effective lever for the growth for your sales efforts. Part 1 lays out the first steps &#8230;<\/p>\n<p><em>FLIESEN UND PLATTEN, issue 10 2018, pp. 40-41<br \/>\n<strong>Linda Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-114  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-115  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-e94982a994958acba9a4b770aa132b5d\">\n#top #wrap_all .avia-button.av-av_button_big-e94982a994958acba9a4b770aa132b5d{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-e94982a994958acba9a4b770aa132b5d:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/1810-Fachartikel-Die-Kraft-der-Empfehlung-Teil-2.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-e94982a994958acba9a4b770aa132b5d avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-116  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-6560d4b9cb4db851814c1b520c9395fa\">\n#top .av-special-heading.av-av_heading-6560d4b9cb4db851814c1b520c9395fa{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-6560d4b9cb4db851814c1b520c9395fa .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-6560d4b9cb4db851814c1b520c9395fa .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-6560d4b9cb4db851814c1b520c9395fa av-special-heading-h6  avia-builder-el-117  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >The Power of a Recommendation<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>To win new customers, build relationships, foster trust, and ultimately hold that first signed order in your hands&#8230;<\/p>\n<p><em>FLIESEN UND PLATTEN, issue 09 2018, pp. 42-43<br \/>\n<strong>Linda Vollberg<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-119  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-120  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-65bec67633d69da25193e69b44aa33f4\">\n#top #wrap_all .avia-button.av-av_button_big-65bec67633d69da25193e69b44aa33f4{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-65bec67633d69da25193e69b44aa33f4:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/1808-Fachartikel-Die-Kraft-der-Empfehlung-Teil-1.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-65bec67633d69da25193e69b44aa33f4 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf\">\n.flex_column.av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf av_one_third  avia-builder-el-121  el_after_av_one_third  el_before_av_one_third  first flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-210b1ca9db2a37fa9aed7ccad8396a30\">\n#top .av-special-heading.av-av_heading-210b1ca9db2a37fa9aed7ccad8396a30{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-210b1ca9db2a37fa9aed7ccad8396a30 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-210b1ca9db2a37fa9aed7ccad8396a30 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-210b1ca9db2a37fa9aed7ccad8396a30 av-special-heading-h6  avia-builder-el-122  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Drivers and Obstacles to Growth in Sales<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>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 &#8230;<\/p>\n<p><em>Sales Management Review, issue 03 2016, pp. 61-67<br \/>\n<strong>Dr. Guido Quelle, Fabian Woikowsky<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-124  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-125  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-16a9d3c3c182f598bc8b184b1e3aad24\">\n#top #wrap_all .avia-button.av-av_button_big-16a9d3c3c182f598bc8b184b1e3aad24{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-16a9d3c3c182f598bc8b184b1e3aad24:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/Treiber-und-Bremsen-fuer-Wachstum-im-Vertrieb.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-16a9d3c3c182f598bc8b184b1e3aad24 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-126  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-4ac4a216786ec1e33b8eda8e44bacac4\">\n#top .av-special-heading.av-av_heading-4ac4a216786ec1e33b8eda8e44bacac4{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-4ac4a216786ec1e33b8eda8e44bacac4 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-4ac4a216786ec1e33b8eda8e44bacac4 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-4ac4a216786ec1e33b8eda8e44bacac4 av-special-heading-h6  avia-builder-el-127  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Never Break a Sales Promise<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>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.<\/p>\n<p><em>KMU Magazin, issue 09 2015, pp. 36-37<br \/>\n<strong>Dr. Guido Quelle<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-129  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-130  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-d03d192aa365de2f5174be22f61085e3\">\n#top #wrap_all .avia-button.av-av_button_big-d03d192aa365de2f5174be22f61085e3{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-d03d192aa365de2f5174be22f61085e3:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/Wachstum-Verkaufsversprechen-darf-man-nicht-brechen_KMU-Magazin.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-d03d192aa365de2f5174be22f61085e3 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-131  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-b3370ef96740e50239ea90161ad03665\">\n#top .av-special-heading.av-av_heading-b3370ef96740e50239ea90161ad03665{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-b3370ef96740e50239ea90161ad03665 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-b3370ef96740e50239ea90161ad03665 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-b3370ef96740e50239ea90161ad03665 av-special-heading-h6  avia-builder-el-132  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Sales &#8211; The Most Critical Unit<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>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&#8230;<\/p>\n<p><em>KMU Magazin, issue 06 2014, pp. 38-39<br \/>\n<strong>Dr. Guido Quelle<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-134  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-135  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-996deb9fe73098a3454a1cce4b5ce11b\">\n#top #wrap_all .avia-button.av-av_button_big-996deb9fe73098a3454a1cce4b5ce11b{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-996deb9fe73098a3454a1cce4b5ce11b:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/Wachstum-Vertrieb-die-wichtigste-Einheit_KMU-Magazin.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-996deb9fe73098a3454a1cce4b5ce11b avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf\">\n.flex_column.av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf av_one_third  avia-builder-el-136  el_after_av_one_third  el_before_av_one_third  first flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-1ee05c3a741f9aa6c67bc28eaa6171d3\">\n#top .av-special-heading.av-av_heading-1ee05c3a741f9aa6c67bc28eaa6171d3{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-1ee05c3a741f9aa6c67bc28eaa6171d3 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-1ee05c3a741f9aa6c67bc28eaa6171d3 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-1ee05c3a741f9aa6c67bc28eaa6171d3 av-special-heading-h6  avia-builder-el-137  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Expansion: Opportunity or Strategic Misstep?<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>When it comes to growth, the following issues quickly come up: regional expansion or, perhaps, even internationalization&#8230;<\/p>\n<p><em>KMU Magazin, issue 09 2014, pp. 42-43<br \/>\n<strong>Dr. Guido Quelle<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-139  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-140  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-68efb87306def7a542bbdbe7adffe32b\">\n#top #wrap_all .avia-button.av-av_button_big-68efb87306def7a542bbdbe7adffe32b{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-68efb87306def7a542bbdbe7adffe32b:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/Wachstum-Expansion_Chance-oder-strategischer-Irrtum_KMU-Magazin.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-68efb87306def7a542bbdbe7adffe32b avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-141  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-0503471856dd671c8e3940dc8a1e2bf5\">\n#top .av-special-heading.av-av_heading-0503471856dd671c8e3940dc8a1e2bf5{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-0503471856dd671c8e3940dc8a1e2bf5 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-0503471856dd671c8e3940dc8a1e2bf5 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-0503471856dd671c8e3940dc8a1e2bf5 av-special-heading-h6  avia-builder-el-142  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Growth-oriented Market Activities<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Smart growth is not a matter of simple addition, but of continuous renewal. This applies in particular to market development &#8230;<\/p>\n<p><em>KMU Magazin, issue 11 2013, pp. 10-13<br \/>\n<strong>Dr. Guido Quelle<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-144  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-145  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-3a0b96df0a38a0eca2befae875065473\">\n#top #wrap_all .avia-button.av-av_button_big-3a0b96df0a38a0eca2befae875065473{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-3a0b96df0a38a0eca2befae875065473:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/Wachstumsorientierte-Marktbearbeitung-KMU-Magazin-November-2013.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-3a0b96df0a38a0eca2befae875065473 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-146  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-5fc666e7ac47314e5c8e8eac06530e4f\">\n#top .av-special-heading.av-av_heading-5fc666e7ac47314e5c8e8eac06530e4f{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-5fc666e7ac47314e5c8e8eac06530e4f .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-5fc666e7ac47314e5c8e8eac06530e4f .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-5fc666e7ac47314e5c8e8eac06530e4f av-special-heading-h6  avia-builder-el-147  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >How Prepared is Your Company Really for Internationalization?<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>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 &#8230;<\/p>\n<p><em>interview Magazin, issue 4 2013<br \/>\n<strong>Dr. Guido Quelle<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-149  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-150  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-a1d7b5edf126eb2c01a9aa1e6f985607\">\n#top #wrap_all .avia-button.av-av_button_big-a1d7b5edf126eb2c01a9aa1e6f985607{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-a1d7b5edf126eb2c01a9aa1e6f985607:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/1307_interview-Magazin_Nr.413_Wie-bereit-ist-Ihr-Unternehmen-wirklich-zur-Internationalisierung.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-a1d7b5edf126eb2c01a9aa1e6f985607 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf\">\n.flex_column.av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf av_one_third  avia-builder-el-151  el_after_av_one_third  el_before_av_one_third  first flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-4132da0ad96a96cd555836cc14805232\">\n#top .av-special-heading.av-av_heading-4132da0ad96a96cd555836cc14805232{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-4132da0ad96a96cd555836cc14805232 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-4132da0ad96a96cd555836cc14805232 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-4132da0ad96a96cd555836cc14805232 av-special-heading-h6  avia-builder-el-152  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Releasing the Brakes<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>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 &#8230;<\/p>\n<p><em>salesbusiness, issue 07\/08.12, p. 38<br \/>\n<strong>Dr. Guido Quelle<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-154  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-155  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-14b4ac86368a1e17a58d3dde4443794f\">\n#top #wrap_all .avia-button.av-av_button_big-14b4ac86368a1e17a58d3dde4443794f{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-14b4ac86368a1e17a58d3dde4443794f:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/sb-012-1617-3_Wachstum.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-14b4ac86368a1e17a58d3dde4443794f avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-156  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-15e9b9c8931b57976dde91eb2cfe84df\">\n#top .av-special-heading.av-av_heading-15e9b9c8931b57976dde91eb2cfe84df{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-15e9b9c8931b57976dde91eb2cfe84df .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-15e9b9c8931b57976dde91eb2cfe84df .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-15e9b9c8931b57976dde91eb2cfe84df av-special-heading-h6  avia-builder-el-157  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Sales: Parking Brake or Engine for Growth?<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Growth is impossible without good sales. This article outlines what it takes to release potential brakes on growth.<\/p>\n<p><em>KMU Magazin, issue 06\/07 2012, pp. 62-64<br \/>\n<strong>Dr. Guido Quelle<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-159  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-160  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-65fe794c659fdc388b7b701bc676b763\">\n#top #wrap_all .avia-button.av-av_button_big-65fe794c659fdc388b7b701bc676b763{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-65fe794c659fdc388b7b701bc676b763:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/62-64_KMU06-07_12.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-65fe794c659fdc388b7b701bc676b763 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-161  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-24ed0c6a217ed5268c0b369834ca540c\">\n#top .av-special-heading.av-av_heading-24ed0c6a217ed5268c0b369834ca540c{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-24ed0c6a217ed5268c0b369834ca540c .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-24ed0c6a217ed5268c0b369834ca540c .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-24ed0c6a217ed5268c0b369834ca540c av-special-heading-h6  avia-builder-el-162  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Release the Brakes, and Switch on the Turbo<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>Essentially, the mission is clear: the sales department is responsible for growth. In practice, however, expansion is threatened by obstacles to growth.<\/p>\n<p><em>salesbusiness, issue 03.12, pp. 22-23<br \/>\n<strong>Dr. Guido Quelle<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-164  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-165  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-4395f79b36543d935b6302af28edcedb\">\n#top #wrap_all .avia-button.av-av_button_big-4395f79b36543d935b6302af28edcedb{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-4395f79b36543d935b6302af28edcedb:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/salesbusiness.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-4395f79b36543d935b6302af28edcedb avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf\">\n.flex_column.av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf av_one_third  avia-builder-el-166  el_after_av_one_third  el_before_av_one_third  first flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-141ae2863ba0a725e17af22358302e40\">\n#top .av-special-heading.av-av_heading-141ae2863ba0a725e17af22358302e40{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-141ae2863ba0a725e17af22358302e40 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-141ae2863ba0a725e17af22358302e40 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-141ae2863ba0a725e17af22358302e40 av-special-heading-h6  avia-builder-el-167  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Common Progress Towards the Sales Market<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p>sales<em>business<\/em>, issue 12.09, pp. 34-35,<br \/>\nSpringer Fachmedien Wiesbaden GmbH,<br \/>\n<a title=\"www.salesbusiness.de\" href=\"http:\/\/www.salesbusiness.de\/\" target=\"_blank\" rel=\"noopener noreferrer\">www.salesbusiness.de<\/a><\/p>\n<p><em><strong>Holger Kampshoff<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-169  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-170  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-66ed40b420ace029e11eab758c64cfc0\">\n#top #wrap_all .avia-button.av-av_button_big-66ed40b420ace029e11eab758c64cfc0{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-66ed40b420ace029e11eab758c64cfc0:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='http:\/\/64.239.60.112\/de\/wp-content\/uploads\/091215-Artikel-Sales-Business-Gemeinsam-in-Richtung-Absatzmarkt.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-66ed40b420ace029e11eab758c64cfc0 avia-icon_select-no avia-color-theme-color' target=\"_blank\" rel=\"noopener noreferrer\"><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-171  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-f7d8d2708f76235f694f8ea0135fc756\">\n#top .av-special-heading.av-av_heading-f7d8d2708f76235f694f8ea0135fc756{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-f7d8d2708f76235f694f8ea0135fc756 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-f7d8d2708f76235f694f8ea0135fc756 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-f7d8d2708f76235f694f8ea0135fc756 av-special-heading-h6  avia-builder-el-172  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Better Use of Market Potential<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p><em>Der VertriebsSpezialist, issue 5\/2009, pp. 16-17<\/em><\/p>\n<p><em><strong>Martin Gierse<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-174  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-175  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-b61f390f89086789db0c28d4121c1328\">\n#top #wrap_all .avia-button.av-av_button_big-b61f390f89086789db0c28d4121c1328{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-b61f390f89086789db0c28d4121c1328:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='http:\/\/64.239.60.112\/de\/wp-content\/uploads\/0911-Vertriebsspezialist-Marktpotenziale.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-b61f390f89086789db0c28d4121c1328 avia-icon_select-no avia-color-theme-color' target=\"_blank\" rel=\"noopener noreferrer\"><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-176  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-256aa1bbdf1e2af859a8d0ab03ee61ef\">\n#top .av-special-heading.av-av_heading-256aa1bbdf1e2af859a8d0ab03ee61ef{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-256aa1bbdf1e2af859a8d0ab03ee61ef .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-256aa1bbdf1e2af859a8d0ab03ee61ef .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-256aa1bbdf1e2af859a8d0ab03ee61ef av-special-heading-h6  avia-builder-el-177  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >All Power to Sales &#8211; The Customer is All That Counts<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p><em>Technischer Handel, 8\/2009, pp. 41-43<\/em><\/p>\n<p><em><strong>Dr. Guido Quelle, Holger Kampshoff<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-179  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-180  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-e904d81eed318734be113231036629d4\">\n#top #wrap_all .avia-button.av-av_button_big-e904d81eed318734be113231036629d4{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-e904d81eed318734be113231036629d4:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='http:\/\/64.239.60.112\/de\/wp-content\/uploads\/090807-Artikel-Technischer-Handel-Alle-Macht-dem-Vertrieb.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-e904d81eed318734be113231036629d4 avia-icon_select-no avia-color-theme-color' target=\"_blank\" rel=\"noopener noreferrer\"><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf\">\n.flex_column.av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-15d750bd1b332b34c6e70b077ebbccdf av_one_third  avia-builder-el-181  el_after_av_one_third  el_before_av_one_third  first flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-145f77d1b370d904c95cf328aedf5eae\">\n#top .av-special-heading.av-av_heading-145f77d1b370d904c95cf328aedf5eae{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-145f77d1b370d904c95cf328aedf5eae .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-145f77d1b370d904c95cf328aedf5eae .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-145f77d1b370d904c95cf328aedf5eae av-special-heading-h6  avia-builder-el-182  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Company and Sales Go Hand in Hand<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p><em>salesbusiness, issue January\/February 2005, pp. 20-22<\/em><\/p>\n<p><em><strong>Dr. Guido Quelle<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-184  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-185  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-272baa077bfd363f2b73ed301cb9bb48\">\n#top #wrap_all .avia-button.av-av_button_big-272baa077bfd363f2b73ed301cb9bb48{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-272baa077bfd363f2b73ed301cb9bb48:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='https:\/\/www.mandat.de\/de\/wp-content\/uploads\/0501-SalesBusiness.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-272baa077bfd363f2b73ed301cb9bb48 avia-icon_select-no avia-color-theme-color'  target=\"_blank\"  rel=\"noopener noreferrer\" ><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-186  el_after_av_one_third  el_before_av_one_third  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-b9b81b8001fb6d27348b1999201e124d\">\n#top .av-special-heading.av-av_heading-b9b81b8001fb6d27348b1999201e124d{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-b9b81b8001fb6d27348b1999201e124d .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-b9b81b8001fb6d27348b1999201e124d .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-b9b81b8001fb6d27348b1999201e124d av-special-heading-h6  avia-builder-el-187  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >We Sell Where the Light is On<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><p><em>Zeitschrift f\u00fcr F\u00fchrung und Organisation 2\/05, \u00a9 2005 Sch\u00e4ffer-Poeschel Verlag f\u00fcr Wirtschaft, Steuern, Recht GmbH in Stuttgart.<\/em><\/p>\n<p><strong><em>Dr. Frank K\u00fchn, Dr. Guido Quelle<\/em><\/strong><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-189  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-190  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-a3c7cce862ea95369771a0d56ad9338d\">\n#top #wrap_all .avia-button.av-av_button_big-a3c7cce862ea95369771a0d56ad9338d{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n#top #wrap_all .avia-button.av-av_button_big-a3c7cce862ea95369771a0d56ad9338d:hover{\ncolor:#ffffff;\ntransition:all 0.4s ease-in-out;\n}\n<\/style>\n<a href='http:\/\/64.239.60.112\/de\/wp-content\/uploads\/0502-wo-Licht-brennt.pdf' class='avia-color-theme-color avia-button avia-button-fullwidth av-av_button_big-a3c7cce862ea95369771a0d56ad9338d avia-icon_select-no avia-color-theme-color' target=\"_blank\" rel=\"noopener noreferrer\"><span class='avia_iconbox_title' >Read the full article<\/span><span class='avia_button_background avia-button avia-button-fullwidth avia-color-theme-color'><\/span><\/a><\/div><\/p><\/div>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8\">\n.flex_column.av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8{\nborder-radius:0px 0px 0px 0px;\npadding:0px 0px 0px 0px;\n}\n<\/style>\n<div  class='flex_column av-av_one_third-c8fc129dc35fd1ae2a1e410224d39ea8 av_one_third  avia-builder-el-191  el_after_av_one_third  el_before_av_layout_row  avia-builder-el-last  flex_column_div av-zero-column-padding  column-top-margin'     ><p>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_heading-32ff8bb9185e9dfca110de4474bb0180\">\n#top .av-special-heading.av-av_heading-32ff8bb9185e9dfca110de4474bb0180{\npadding-bottom:10px;\n}\nbody .av-special-heading.av-av_heading-32ff8bb9185e9dfca110de4474bb0180 .av-special-heading-tag .heading-char{\nfont-size:25px;\n}\n.av-special-heading.av-av_heading-32ff8bb9185e9dfca110de4474bb0180 .av-subheading{\nfont-size:15px;\n}\n<\/style>\n<div  class='av-special-heading av-av_heading-32ff8bb9185e9dfca110de4474bb0180 av-special-heading-h6  avia-builder-el-192  el_before_av_textblock  avia-builder-el-first '><h6 class='av-special-heading-tag'  itemprop=\"headline\"  >Mandat Recommends: Internationalization Begins in the Home Market<\/h6><div class=\"special-heading-border\"><div class=\"special-heading-inner-border\"><\/div><\/div><\/div><br \/>\n<section  class='av_textblock_section av-av_textblock-2de302bf1aa3cf4c9157dbe6f50ac7eb '   itemscope=\"itemscope\" itemtype=\"https:\/\/schema.org\/CreativeWork\" ><div class='avia_textblock'  itemprop=\"text\" ><div dir=\"ltr\">Companies are no longer asking themselves the question of whether to internationalize. Rather, corporate managers are increasingly posing the question of when they need to start work on internationalization &#8230;<\/div>\n<p><em>f h Intralogistics, issue 06\/2013<\/em><br \/>\n<em><strong>Dr. Guido Quelle<\/strong><\/em><\/p>\n<\/div><\/section><br \/>\n\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_hr-1deae294de86921cadf9622fb2da0879\">\n#top .hr.hr-invisible.av-av_hr-1deae294de86921cadf9622fb2da0879{\nheight:25px;\n}\n<\/style>\n<div  class='hr av-av_hr-1deae294de86921cadf9622fb2da0879 hr-invisible  avia-builder-el-194  el_after_av_textblock  el_before_av_button_big  avia-builder-el-last '><span class='hr-inner '><span class=\"hr-inner-style\"><\/span><\/span><\/div><br \/>\n<div  class='avia-button-wrap avia-button-center  avia-builder-el-195  el_after_av_hr  avia-builder-el-last '>\n<style type=\"text\/css\" data-created_by=\"avia_inline_auto\" id=\"style-css-av-av_button_big-92b742a50be10d1221330e65eea6ab5a\">\n#top #wrap_all 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av-special-font'>Services<\/span><\/span>\n<\/div><\/div>\n<\/div>\n","protected":false},"excerpt":{"rendered":"","protected":false},"author":1,"featured_media":0,"parent":22990,"menu_order":0,"comment_status":"closed","ping_status":"closed","template":"","meta":[],"_links":{"self":[{"href":"https:\/\/mandat.de\/de\/wp-json\/wp\/v2\/pages\/21382"}],"collection":[{"href":"https:\/\/mandat.de\/de\/wp-json\/wp\/v2\/pages"}],"about":[{"href":"https:\/\/mandat.de\/de\/wp-json\/wp\/v2\/types\/page"}],"author":[{"embeddable":true,"href":"https:\/\/mandat.de\/de\/wp-json\/wp\/v2\/users\/1"}],"replies":[{"embeddable":true,"href":"https:\/\/mandat.de\/de\/wp-json\/wp\/v2\/comments?post=21382"}],"version-history":[{"count":0,"href":"https:\/\/mandat.de\/de\/wp-json\/wp\/v2\/pages\/21382\/revisions"}],"up":[{"embeddable":true,"href":"https:\/\/mandat.de\/de\/wp-json\/wp\/v2\/pages\/22990"}],"wp:attachment":[{"href":"https:\/\/mandat.de\/de\/wp-json\/wp\/v2\/media?parent=21382"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}