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Marketing and Sales Excellence: A Practical Showcase for Organisations

In: B2B Marketing

Author

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  • Stefan Schulz

    (Brady Europe, Middle-East and Africa)

Abstract

Customer centricity is a central element in the business-to-business (B2B) environment. As soon as the customer is looked at more closely, the topic revolves around changing customer behavior and the resulting expectations. Almost always the Figs. 67% and 57% are quoted in this context and that B2B sales can only “go down the drain” if 67% of its customers embark on the digital journey and 57% have already made the purchase decision before they themselves are included (Google and Berger 2015).

Suggested Citation

  • Stefan Schulz, 2021. "Marketing and Sales Excellence: A Practical Showcase for Organisations," Management for Professionals, in: Uwe G. Seebacher (ed.), B2B Marketing, edition 1, chapter 26, pages 599-617, Springer.
    • Handle: RePEc:spr:mgmchp:978-3-030-54292-4_26
    DOI: 10.1007/978-3-030-54292-4_26
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