Expert Blog

Blog home

All posts by Prof. Dr. Dirk Zupancic

Key Account Management Reloaded
Author avatar Prof. Dr. Dirk Zupancic

Key Account Management Reloaded

 Key Account Management is crucial for strategic customers, yet not fully optimized in all companies. Businesses now face challenges like evolving customer demands and global markets, requiring a professional approach to KAM for competitive advantage and customer-centricity. Show post
Prof. Dr. Dirk Zupancic - Growth and Competitive Advantages through Sales
Author avatar Prof. Dr. Dirk Zupancic

Prof. Dr. Dirk Zupancic - Growth and Competitive Advantages through Sales

 The text discusses the concept of being a "Sales Driven Company" and outlines the key components and strategies needed for success in sales-driven businesses, emphasizing the importance of differentiation, customer value, diligence, customer segmentation, and going the extra mile. Prof. Dr. Dirk Zupancic provides insights and guidance on developing Sales Drive for competitive advantages and growth. Show post
sales-driven-company-how-to-align-your-company-with-a-focus-on-sales
Author avatar Prof. Dr. Dirk Zupancic

sales-driven-company-how-to-align-your-company-with-a-focus-on-sales

 Prof. Dr. Reinhold Würth emphasizes that 95% of their core competence lies in sales. Companies can benefit by focusing on sales as a key differentiator, integrating it strategically, structurally, and culturally. Dr. Dirk Zupancic provides insights on transforming into a Sales Driven Company. Show post