Welcome (0)
2/07/12 •
Business today is about creating change. Some professional does not accept the status quo and takes the initiative and strives to improve the business of his customer. Only that leads to change. Products and processes don’t do business. People do. Business evolves from focused work between professionals. Everybody looks for undiscovered resources. The greatest resource [...]
Recent Posts
Create a Sales Performance System! (0)
2/06/12 •
avano´s domain is the provision of professional services to amplify sales performance while lowering costs. In 2003 we have made the decision to use technology as part of our performance programs to match the increasing request for connection of very diverse sales groups. Today several thousand sales representatives use our products which have become a [...]
An undemocratic approach to change (0)
11/03/11 •
When organizations make incremental changes, e.g. the introduction of a new product to an existing product line, traditional training programs that treat everyone the same, usually do a pretty good job. When moving a group of people in a new strategic direction, e.g. shifting from hardware to software sales, one-size-fits-all rarely achieves the desired results. [...]
The completeness paradigm (0)
11/03/11 •
Over the past decade, I have run into what I like to call the “completeness paradigm” over and over again. It is best described as our desire to cover “everything” and “everyone”. As opposed to focusing on that subset of insights that is most performance relevant, everything is covered. As opposed to starting with those [...]
Relying on yourself to step up in sales (0)
5/16/11 •
Our customers generally look for a change to drive a step-up in sales. There are different ways to achieve that. A company may buy a competitor, decide to scale-up skills, implement a new incentive system, change the sales process or try to create a new culture. Ultimately the goal is growth or increased competitiveness. Desired [...]
Older Posts
- 展会上的销售促进 – 理解客户需求
- Trade Fair Sales Support – understanding customer reality to start value selling
- Gerhard Wohland`s “Denkzettel” provide excellent guidance to understand how to deal with today´s dynamic marketplace
- Famous, inspiring post about the cultivation of 1000 true fans using modern technology to make an honest living
- 与我们共事
