“We see time and again that companies find it difficult to really put themselves in their clients’ shoes,” was the assessment of our Managing Director Dr. Johannes Ihringer during an interview with Springer Professional alongside Bernd Salzer, Head of Digital Sales and Partner Management at Siemens Large Drive Applications (LDA), so he decided to seek leverage for a successful and modern sales strategy.
An important issue here is:
How can conversion to a hybrid sales model be achieved? According to one of our surveys, digitalization of sales and marketing has only been implemented by a minority of companies. When it comes to digital transformation, many sales teams have to up the ante. It is worth finding out what clients really want. Topics that the two experts are grappling with include the best approach to digital transformation for sales, which tools are important, and why it is crucial to establish new structures within a sales team.
So as to share their experience and findings from a number of client interviews worldwide, to expand on their thoughts from the Springer interview, and to offer practical insights at the same time, Dr. Johannes Ihringer and Bernd Salzer both appeared as speakers at this year’s “Zukunftswerkstatt Sales Excellence kompakt” on May 19.
“Choosing the right digital tools is important, but it is even more crucial to really understand the client perspective in detail,” summarizes Bernd Salzer as a learning point from his project at Siemens LDA, adding: “It remains essential to lend a sympathetic ear when it comes to feedback from clients and your own employees. Implementing this quickly creates real acceptance.”
You can find the Springer interview in full under this link:
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