Why Traditional B2B Sales Has Lost Its Most Important Tool (CI-001)
Why industry, revenue, and employee count no longer create much of a competitive advantage When everyone uses the same c …
Why We Need to Rethink B2B Sales (CI-000)
“The future doesn’t belong to the companies with the most information. It belongs to the companies with the best underst …
CRM Without Manual Data Entry: Organizing and Enriching Data
After the conversation, the most valuable information often disappears in a notepad or in your head. The result: a CRM f …
Objections and Follow-ups: AI as a Sparring Partner
The best arguments are useless if the first objection breaks the thread of the conversation. Objections are not a nuisan …
The 10-Minute Briefing: Be Prepared for Your First Meeting
If you go into an appointment unprepared, you burn out your confidence in the first five minutes. Preparation was never …
A first message that makes an impact: personalization instead of a template
"Dear Sir or Madam" is the beginning of the end of every first approach. The difference between an ignored message and a …
Find the right contact person and review profiles
The roles are clear - now they need names. Finding the right contact person is often more difficult in SMEs than in corp …
Understanding the Buying Center: Stakeholder Mapping with AI
In B2B SMEs, decisions are rarely made by a single person. Decisions are made by a buying center consisting of several r …
Fit Scoring: Prioritizing the Right 20 Out of 100 Companies
Anyone who has researched 100 companies is faced with a luxury problem: too many options, too little time. Without prior …
Reading Buy Signals: Systematically Identifying the Right Moment
The right time beats the right argument. A company that has just expanded, completed a financing round or hired a new ma …
