Understanding processes correctly is vital to the success of sales in particular. This fact becomes obvious when you analyze the sales process. The entry points for any pipeline are leads – “unprocessed” contacts with contact details on prospective customers. Every lead can potentially result in an opportunity. We have experienced a fundamental change in leads in recent times with the Internet.

Businesses often had a difficult time in the past getting hold of sales leads. A lot of money was invested to do so. A good example is the practice of participating in international trade shows, where businesses invested a great deal of time and money. Those days now belong to the past. Read more →

The sales department is a key to corporate success more than ever before. It faces new challenges in a time when the Internet has changed a seller’s market into a buyer’s market. Sales – and the salespeople who do sales – do not get the credit they deserve in many companies. That has to change.

To develop innovative IT solutions for sales, businesses are called upon and required to assign greater value to sales and all the managers and skilled employees working in sales. In this book, I discuss that sales management software in the future has to have a completely new approach to sales. As an example my own Software is a program to support the forward-looking orientation of companies. Read more →