by Ursula Dauenhauer | Jun 19, 2024 | B2B Sales Performance, Go-To-Market, Strategy
To the joy of most tech and IoT entrepreneurs, the “Death of the Salesman” has been predicted for some time now. We were promised that the Digital Market is simply gaining permission to sell, and then customers simply buy. Why? Because our product is so damn fine. AI...
by Ursula Dauenhauer | Apr 24, 2020 | B2B Sales Performance, Strategy
Want to scale your B2B Sales Results? Avoid the Most Common 5 Mistakes. Pretty much every CEO or owner of a mid-sized B2B tech business has the vision to take the business to the next level. May it be from start-up to scale-up, or growing a mature business. Whenever...
by Ursula Dauenhauer | Apr 8, 2020 | B2B Sales Management, B2B Sales Performance
Why more salespeople often equates to less...
by Ursula Dauenhauer | Aug 21, 2018 | B2B Sales Management, B2B Sales Performance, Go-To-Market, Strategy
The hiring and firing of sales people in complex B2B markets seems to become and increasing issue. It puts the breaks on business growth. What’s needed are three crucial steps before you hire. The common story is this: a sales rep is hired because he/she had the...
by Ursula Dauenhauer | Jun 29, 2018 | B2B Sales Management, B2B Sales Performance, Go-To-Market, Strategy
The hiring and firing of sales people in complex B2B markets seems to become and increasing issue. It puts the breaks on business growth. What’s needed are three crucial steps before you hire. The common story is this: a sales rep is hired because he/she had the...
by Ursula Dauenhauer | Jun 6, 2018 | B2B Sales Management, B2B Sales Performance, Go-To-Market, Strategy
Developing disruptive strategies dominate leadership discussions in all businesses these days. The reason ‘why’ is clear. The ‘how-to’ is not. It is widely accepted that an organisation needs ‘to innovate to be disruptive’. Stop! What was that? Is innovation the same...
