The significance of sales organizations in German B2B companies could be more strategic. Instead of having clear structures for the sales teams, lone warrior mentality often prevails. In lieu of consequent customer orientation love with one’s products is predominant. Thus, valuable potential is wasted. This was the general consensus reached by the 3rd KP2 Expert Talk in Frankfurt.

In order to get a picture as differentiated as possible about the topic of sales, representatives of different disciplines got together. Under the motto “One step ahead. Sales as a strategic factor”, top-class participants from industry, science, social media and management consulting discussed current sales challenges together with the event organizer KP2. Special guest of the Expert Talk was Sam Reese, CEO of Miller Heiman, one of the most important globally operating sales performance companies.