„Das Geheimnis des Erfolgs ist anzufangen.“ Ein eben so schlichtes wie auch wahres Zitat von Mark Twain. Ich habe es vor gut drei Jahren ausgewählt, weil es schon oftmals so zu sein scheint, dass in der deutschen Kultur dieser Perfektionsdrang nicht nur auf dieses automobile Ingenieur-Gen zurückzuführen ist, sondern der Perfektionsdrang auch ganz oft Gründe„Mark Twain – neu besucht“ weiterlesen
Schlagwort-Archive:Banken
Using customer net-profits for sales steering
I often experience, no matter how officially actually the steering model is, that operationally in sales control is controlled exclusively either via gross profits (CM[1] I) or via returns. If you ask why gross revenues are so important for controlling, you get answers like: “After all, we pay the salary in euros, not in percent!”„Using customer net-profits for sales steering“ weiterlesen
Zitat am Freitag – neu besucht
Im Jahr 2021 habe ich die Reihe aufgesetzt: „Zitat am Freitag“. Der Gedanke dabei war, zum Ausklang einer jeden Woche einen guten, anregenden Gedanken mit ins Wochenende zu nehmen. Grafik wurde mit Bing/Creator erstellt. Manche Zitate sind humorvoll, andere erschließen sich vielleicht auch erst auf dem zweiten Gedanken. In jedem Fall sollen sie zur inneren„Zitat am Freitag – neu besucht“ weiterlesen
Kann die Bierstrategie ein Holzweg sein?
Das Bild wurde mit Bing/Creator erzeugt Wie war die Strategie der großen Brauereien in den letzten Jahrzehnten? Ich glaube, man kann es ganz einfach auf den Punkt bringen: Es ging darum, potenzielle Mängel oder Wahrnehmungsfehler am Produkt zu beseitigen. Die Hypothese, die dem zugrunde liegt, ist, dass sehr oft der Konsument nicht selbst über das„Kann die Bierstrategie ein Holzweg sein?“ weiterlesen
Reducing complexity in sales
Sales in banks and savings banks has changed considerably over the past few years and decades. The following should be mentioned as examples, but not conclusively: In many cases, the consultants (or relationship managers) have the impression that they are more or less left alone with this balancing act. Each of us knows slogans such„Reducing complexity in sales“ weiterlesen
What distinguishes sales management?
If you move away from the level of specific tasks, processes and detailed responsibilities, you come to the overriding question: „What is sales management in a bank or savings bank?“ „Understand sales“ Sales management must understand and know sales in their own organization. This includes the relevant markets, customers and customer types, as well as„What distinguishes sales management?“ weiterlesen
The way to more cross-selling
The endeavor to cross-sell (CS), i.e. to sell more than just one product to a customer, is not new. The reasons are complex and range from profitability (falling customer costs, cross-sell products in banking, often without capital consumption) via the house bank claim (most important bank partner, holistic / comprehensive advice) to defending against competitors.„The way to more cross-selling“ weiterlesen
Small and large customers on financing assets with banks
Outside financing behavior and the need for advice on the part of companies depend not only on various parameters but also on the size of the company in question. Smaller businesses … • … perceive recommendations as important – given as well as received Larger companies… But good ideas are always wanted! A customer has„Small and large customers on financing assets with banks“ weiterlesen
The German angle on lending
The terms “bank” and “credit institution” are often used synonymously, with the term bank being the more open. There are banks that are not credit institutions (for example central banks). In the following, reference is made to credit institutions – also when using the term “bank” – within the scope of the definition of Section„The German angle on lending“ weiterlesen
Counting products per customer
Do you evaluate product usage? Do you count the products that a customer buys and uses from you? This metric is relevant if you believe in only one of the following characteristics: Which steps are necessary for this?
Vertriebsmanagement 