Strategic Sales Management: Insights and Guidance from Top Interim Managers (Future of Business and Finance)

Foreword
	On the Road to Becoming a Sales-Driven Company
	There Can Be No Marketability Without Sales
	Everyone Pulling Together
	High Performance, End to End
	What Does the Future Hold for Sales?
	Helpful Tips and Interesting Approaches
	Bibliography
Foreword
	Interim Managers: The ``Doers´´ of Modern Business
	Facts and Figures
	The Mouthpiece: The Dachgesellschaft Deutsches Interim Management e. V.
	The DDIM Working Group for Sales and Marketing
	Bibliography
Preface
Contents
Editor and Contributors
List of Figures
List of Tables
Weak Brands End Up in Outlet Stores
	1 What´s Changing for Brand Management?
	2 Digitalization Is Revolutionizing the Customer Journey
	3 Consumer Behavior Is Becoming More Hybrid
	4 Consumers Expect Purpose and Sustainability from Brands
	5 Conclusion: Brands Are Becoming Spaces of Consciousness
	Bibliography
It´s Never Too Early: Selling the Value of Digital Services
	1 Pricing Digital Products: A Critical Decision
	2 Digital Products: The Basics
		2.1 Definition: What Are Digital Products?
	3 How Should You Sell Your Digital Services?
		3.1 Supplier´s Perspective: Three Types of Digital Services
	4 Challenges of Selling Digital Services
		4.1 Pricing the Value of an Immaterial Product
		4.2 Costs of Service and Updates
		4.3 Data Sovereignty
		4.4 Compatibility and Integrability
	5 Explaining Added Value Using the CCX Matrix
		5.1 The Customer Company Excellence Matrix
		5.2 The Most Convincing Argument: Higher Customer Value
		5.3 Applying the CCXM to the Supply Chain
	6 Outlook
	Bibliography
International Sales: An Opportunity for SMEs
	1 International Sales
		1.1 Responsibilities of an International Sales Force
		1.2 Setting Up an International Sales System
		1.3 International Sales in SMEs
		1.4 Key Challenges of International Sales
		1.5 Essential Conditions for International Sales
	2 A Business Model Developed with International Sales in Mind
		2.1 Initial Situation
		2.2 Reasons for Internationalization
		2.3 Pre-internationalization Analysis
		2.4 USPs and SWOT: The Deal-Breakers
		2.5 International Sales Strategy
		2.6 The Adapted Business Model
	3 Implementing the Internationalization Strategy
	4 Conclusion
	Bibliography
Market Segmentation: Create a Clear Focus for Your Sales Activities
	1 Market Segmentation
	2 Method
	3 Assessing Market Potential
	4 Corporate Competence
	5 Defining Market Segments
	6 Implementation
	7 A Summary of the Steps
The G.E.I.S.T. Concept
	1 Change: Where to Begin?
	2 Five Theses for the Century of Digitalization
	3 The Seven Operational Weaknesses: Fresh Thinking Requires Transparency
	4 G.E.I.S.T.: Value Management for Better Results
	5 What´s New About the G.E.I.S.T. Method?
	6 The G.E.I.S.T. Model for Excellence and Leadership
	7 The G.E.I.S.T. Method Gets Measurable Results
	8 From Model to Implementation Strategy
	9 Hybrid Methods: Agile Transfer with Scrum
	10 Conclusion: Go for it!
	Bibliography
		Further Reading
Agile Customer Co-creation: The Customer as an Innovator
	1 Interactive Value Creation for More Success
	2 Sustainable Competitiveness
	3 Customer Co-creation for B2C and B2B
	4 Many Challenges
	5 A Practical Example
	6 Closing Words
	Bibliography
MetaSales: From Virtual Reality to Business Reality
	1 When the Customer Becomes the Hero
	2 Using Digital Tools
	3 Next Level: VR
	4 The Rise of Virtual Reality
	5 Try Before You Buy
	6 From Customizing Cars to Fitting out Hospitals
	7 VR as a Change-Management Solution
	8 Conclusion: MetaSales-The Future of Sales Is Virtual
	Bibliography
Service and Customer Retention
	1 Customer Centricity
	2 Technical Customer Service as a Strategic Business Area
	3 Innovation and Digitalization
	4 Utilizing Valuable Data
	5 The Possibilities of Digitalization and Data
	6 Predictive and Prescriptive Maintenance
	7 Good Service Retains Customers for Longer
	8 Service as a Sales Channel
	Bibliography
Targeted Development of an Innovative Business Model in Practice
	1 What Do Business Models Have to Do with Sales?
	2 A Step-by-Step Guide to Developing a Powerful Business Model
		2.1 Step 1: Identifying Problems and Possible Solution Areas
		2.2 Step 2: Analytical Approaches to Business Models
		2.3 Step 3: Creative Approaches to Business Models
		2.4 Step 4: From Thought Experiment to Reality
	3 Business Models and Digitalization
	4 Using Sales-Related Issues and Data as Starting Points for New Business Models
	Bibliography
Sales as the Key to Change Within Companies
	1 The Importance of Sales for Successful Business
	2 Cooperative Leadership
	3 Why Can´t It Be That Easy?
	4 The Flow
	5 How to Successfully Implement Change
	Bibliography
Developing International Sales Partnerships
	1 The Search for Distributors
		1.1 Searching for Distributors on Your Own Initiative
		1.2 Searching for Distributors with the Help of AHKs
		1.3 Searching for Distributors with the Help of Service Providers
		1.4 Defining Your Criteria for Potential Partners
	2 Training
	3 Focus
	4 Management
	5 Market Transparency
	6 Credit Check
	7 Conflict
	8 Pursuing Goals
	9 Conclusion
	Bibliography
		Further Reading
Business Development in Turnaround: Win New Customers with Fresh Insights
	1 The Challenge
	2 Situation Analysis
	3 Methods and Tools
	4 Implementation and Results
	5 Conclusion
	Bibliography
Customer Centricity Leads to Customer-Focused Product Development
	1 What Do You Do When Your Figures Are Stagnating?
	2 Situation Analysis
	3 The Innovation Process
	4 Application Analysis
	5 Encouraging Cooperation
	6 Systematic Data Collection Using CRM
	7 Visualizing Value
	8 Embracing Fear
	9 A Collaborative Approach
	10 Evaluating Product Ideas
	11 The Optimization Potential of Artificial Intelligence
	12 The Role of Interim Managers
	Bibliography
		Further Reading
Aftermarket Business Is Superseding Traditional Sales
	1 Modern Sales Consists of Aftermarket Business and Digital Sales
	2 What Should Sales Teams Be Doing Today?
	3 Sales, Service, and e-Commerce/Online Stores
	4 Cross-Selling and Upselling
	5 Team Selling or Just a Sales Team?
	6 e-Commerce/Online Stores
	7 Creating Offers and Service Packages Based on Your Sales and Service Activities
	8 Spread the Word!
	9 Sales Costs
	10 Stock and Spare Parts Prices
	11 Conclusion
	12 Aftermarket Business Is a Matter of Management
Appendix A: The Man Behind the Chefsache Series