How to tackle chronic or acute sales problems courageously and systematically

‚He who does not move with the times, will be removed over time!‘  - It’s not easy to adapt to changing technologies and market- and customer requirements.

This becomes evident from the often cited transition from so-called ‚box moving‘ (sale of ‚unique technologies or products‘ to skilled purchasers) to the so-called ‚solution selling‘, where the primary objective is not to overwhelm high-ranking generalist (managers) with technical details, but to win them over for a partnership by means of a convincing ‚business case‘ instead.

Such changes build up gradually, are often negated and are not initiated until it is almost too late, e.g. when the ratio between won and lost projects increasingly deteriorates.