Digitalisation has brought several changes to conventional sales in relation to customer contact and the initiation of business. How do sales 4.0 look to (key) account managers? The most important factors for staff members, working in customer service or sales, are: to understand the customer (prediction), to participate in shaping and customising sales strategies (new leadership culture) and to be convincing in sales talks with an impactful presentation. Gone are the times when a quick glance at a customer´s homepage shortly before a meeting was sufficient – credibility by means of a self-confident presentation with convincing arguments is now the A and O.
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