Category: insights

TCO – the underestimated discipline of many decision-makers Some believe that Total Cost of Ownership (TCO) is an issue for accountants. For those who want to record every detail of depreciation, maintenance or license cleanly. But that’s exactly where the...

At the beginning of 2024, I accompanied a company in the retail sector that was struggling with high turnover. The managers were convinced that they had everything under control with daily checklists, rigid reports and a close-knit view over each...

What we are currently experiencing is not a dent. It is a structural quake. A month ago, I wrote here about Porsche’s change of strategy. At the time, it was a message with a signal effect. Today it is a...

No, it wasn’t a real argument. And also no real reason for termination. But it was a real learning success for everyone involved. I’m being booked more and more often as a business actor. For example, recently by an insurance...

Non-competition clause in sales: protection against migration or sign of a lack of leadership culture? Anyone who works in sales, whether in key account management, office sales or management, is responsible for sensitive information: price calculations, market strategies, customer dossiers,...

Power, status, envy, and the sales manager’s ego. Or: When the employee pulls up in a new sports car and the sales manager gets nervous… A top salesperson does everything right: They close deals, cultivate relationships, generate revenue, and earn...

A leadership that is silent. What remains when clarity is missing? Last week, in a training session with a team of client advisors from the financial industry in Zug. We were in the middle of a customer argument exercise when...

Der Moment, in dem viele Verkäufer verstummen, obwohl gerade jetzt die Tür zum nächsten Abschluss weit offensteht.

Im Spätsommer 2023 meldete sich ein Unternehmen aus dem Retailbereich bei mir: grosses Budget, klare Zielvorgaben, knappe Deadline. Auf den ersten Blick ein attraktives Mandat.

Im Verkauf wird vieles trainiert: Abschlusstechniken, Argumentationsketten, Einwandbehandlung, Preisverhandlungen. Was aber fast nie auf dem Plan steht, ist das Thema «Verkaufen mit Humor».