Crucial knowledge for sales brought to the point
My books are published by Springer Gabler Verlag
Klartext im Vertrieb
With joy, fire and expertise to measurably better results in B2B sales
“In this respect, Stephan Kober’s book is indeed a liberating blow: it shows that sales can also be done differently. Namely sympathetic, human, pleasant and honest. A really good book, which I wish many readers from the sales environment!” –
www.beste-wirtschaftsbuecher.com
What awaits you
This book is the liberating blow in customer communication: no more empty words, euphemisms, lies and one-sided positive portrayals, instead honesty that immediately creates trust and positively amazes customers. Because selling is often associated with psychological tricks, and the distrust among customers is correspondingly high.
Here you will learn how to use the power of clear words to take your customer relationships to a new level and increase sales by eliminating soft phrases and replacing them with honest statements.
You learn to assess your counterpart as best you can in terms of truthfulness in order to quickly decide how much honesty is appropriate in the respective situation – as a sales manager, salesperson and private person.
Companies can also increase their attractiveness as an employer for the best (sales) talents in this way. With clear practical examples, formulation suggestions, concrete tips – and a pinch of humour.
“This clever book helps everyone to communicate truthfully with customers, business partners, in short: other people, and to speak plainly in order to build trust.” – knowledgemanagement.net
Digitalisierung im B2B-Vertrieb
Improving results with digital tools – impulses for decision-making and implementation
What awaits you
This book offers you a condensed overview of the rapid development and possible applications of digital tools in B2B sales. You will read why it is not only an option but an obligation for virtual pioneers in sales to give digitization top priority and why “analog anachronists” will have a hard time surviving in the market in the future.
You will learn what concrete added value is created for you and your customers when digital options are combined in a well thought-out manner and how a digital sales mission statement can help you in this process. The pragmatic approaches to selecting and implementing the relevant digital technologies help you quickly find your way through the digital thicket of providers and solutions. You will also learn how sales and marketing can be effectively interlinked.
In a practical manner, the usual obstacles to internal implementation are presented and pragmatic solutions are outlined. You’ll read about what to consider and what to avoid at all costs to achieve implementation efficiently and cost-effectively.
Turnover comes from conversion
How to extend your lead in B2B sales and avoid nine cardinal mistakes
What awaits you
This book describes nine cardinal mistakes in B2B sales and concrete ways sales teams can turn showstoppers into revenue opportunities.
The reality in companies often shows: Where leaders and a clear sales strategy would be necessary, everyday life is determined by administrative mentality and disagreement on the way. Decisions take too long and the wrong people are in key positions.
But how can sales teams unleash implementation power when competence wrangling and a lack of clarity are the order of the day?
Stories from real sales life
Using real-life stories, I share insights into the causes and implications of the biggest revenue killers in B2B and offer concrete recommendations on how you can remedy the situation for your team. You’ll learn how to drive decisions more effectively and inspire an appetite for change to achieve better results for yourself, your team and the business.
Read how you can reward yourself and your team with more sales and satisfaction through spirited action. From the contents – Nine cardinal mistakes in B2B sales that you can well do without.
Case studies
Industry: Mechanical engineering
Increase in new customer sales in the machine class up to 40 tons. The specific task was to profitably increase the market share in this particular machine class by a double-digit percentage, i.e. not by means of price-aggressive product design but by acquiring new customers, displacing the competition and arguing for added value. This was done in an extremely competitive market environment with high market transparency and machines with highly comparable specifications with respect to the competition.
Number of new customer contacts multiplied in 6 months, volume of offers to new customers increased by a high six-figure figure, accompanied by a significant increase in the quotation-to-order completion rate.
