Krauthammer Blog

You’ve been instrumental in driving notable successes through your previous operations role, but now that you’ve transitioned into a new management position, you’re feeling unsure about your skills and ability …

When you’re placed in charge of a team, your natural instinct is to guide them to greatness using your own management skills. But as a manager, you can’t achieve this …

In your previous operational role, you were likely provided with specific tasks to do, and you did them. Over the years, you’ve naturally become accustomed to being tasked with a …

One of the biggest mistakes that new managers make is that they approach their new role in the same way that they approached their previous operational role. And while it’s …

Sales goals are rising year after year, yet the financial resources that you’re allocated to try and meet these goals may be dropping. Revenue streams are declining, and you’re naturally …

Redesigning the sales process to align more closely with the buyer’s journey will undoubtedly mean introducing a larger number of touch points than would have typically been used when focusing …

For many sales teams today, aligning the sales journey with the buyer journey will mean a need to not only design a new inclusive sales process that more closely considers the …

“As hard as it has become to sell in today’s world, it has become that much more difficult to buy. The single biggest challenge of selling today is not selling, …

Closing deals in today’s B2B world is more difficult than in the past. Markets, industries, businesses and even buyers are changing quickly – and significantly. It’s tough out there. So …

What is Daniel H. Pink’s approach in his latest bestseller “To sell is human”? Krauthammer consultant Christian Fölster explains Pink’s ABC of influencing others and the six new ways of …

One word, three letters. Starting with a Y- just to make sure we’re on the right track here. YES. The word that every salesperson dreams of. As much as we …

Sales managers are challenged by a lot of different responsibilities and often focus on figures and targets. Our new training concentrates on the sales manager’s main task which is to …

With more than 560 million users globally, LinkedIn has become a very valuable sales tool. As a sales professional, you can use it to broaden your network, learn more about …

Follow Peter’s efforts in building a sales pipeline from scratch. Learn from his prospecting errors and how he recovers from them. Peter recently switched industries to work in sales for …

Handling complaints is not a pleasant task. But if you do it properly it can even strengthen your customer relationship. Check our hands-on examples and learn how to deal best …

In a first meeting with a prospect you have to uncover their “pain points” so that you can start developing a solution. Read how to put your prospect at ease …

You’ve made your pitch, and your prospect is impressed. So, closing the deal now is just a formality – or is it? Here are six mistakes to avoid if you …

Sales managers are crucial to achieving and sustaining an organisation’s success. How effectively they manage their sales teams is key to getting great results. The most successful ones understand that …

Is there really a connection between sales and sports? The answer is clear: YES, there are connections and they can teach you many valuable lessons. And.... Why connect sports and …

Selling is changing because buying has changed. We have entered a new era, where B2B buyers can instantly access information on your products and services, your competition, reviews and market …

1. What is the main difference between B2B selling in Europe and the U.S.? The main difference is that in the U.S. sales is marketing driven. The connection between marketing …

Your product is great, your attitude is positive and you know that the secret to successful B2B selling is understanding what your customer wants. For you, slipping into your customer’s …

We spoke with our Indian Consultants Heike Kshetry and Julius Lobo about how B2B sales works in India. What might be different from your home market? 1. What is typical …

Presentations are crucial sales tools, especially in today’s competitive business world. They’re valuable opportunities to connect with prospects, set your business apart from competitors and close the deal. But a …

The inside sales team has forwarded you a request for contact that came through your homepage. Good news, right? If you’re directly approached by a prospect it’s most likely that …

If you’re in B2B sales, you know that objections are normal and are even raised by prospects who are interested in buying from you. Therefore, you should never see them …

In one of the most famous quotations in film history, The Godfather Don Vito Corleone decides to settle a negotiation by “making him an offer he can’t refuse”. Although the …

“Time is tight.” “The market is tough.” “Budgets are being cut.” Being a sales rep these days isn't easy. And the tougher the environment, the more often sales reps resort …

Tom has been informed by his senior management that they plan to acquire a former competitor in order to expand their market share. As sales director, it will be Tom’s …

It’s 9 a.m. on a Tuesday and the monthly sales meeting is just about to get underway. Carlos, the manager, is excited about presenting the new CMS to his team …

If you had to choose between technological, organizational or people excellence, which one would you prioritize? Before you answer, this article can help you clarify the stakes and, maybe, could …

Frans van Kreuningen has been appointed as the new CEO of Krauthammer as of 1st July. Frans will be responsible for driving Krauthammer to the next level by building on …

Is your IT department renowned for its technological excellence, for its organizational efficiency or for mastering the human factor? Besides, which of these 3 axes seem to be the most …

Michael Gilgen is one of the few ultra-runners who has crossed four different deserts in one year. He is also Krauthammer Senior consultant based in Switzerland. We spoke with him …

Most of the vital work in organisations is done by teams. However, building and maintaining top performing teams isn’t always easy. Although we may expect the extraordinary from them, the …

The last whistle has blown at the final in Moscow on the 15th of July and France is now the reigning World Cup holder. Along with the rest of the …

Getting along with the right people may be the deciding factor in business for getting a promotion, being successful in a (new) venture or restoring a certain reputation. However, not …

Working with great managers makes all the difference. But what makes great managers great? It’s the ability to adopt a management style that matches the specific needs of the organisation …

Delegating helps you to work more efficiently and effectively. It not only saves time, but can also ensure the best job quality. However, there are some pitfalls to avoid when …

To embrace the full value of digital, it is important for an organisation to make a people transformation, both individual and collective. A challenge about digital, for any company, is …

Organisational success comes down to great managers who know how to lead. But being a great manager isn’t easy. It involves more than just setting goals and supervising a team, …

For companies it’s crucial to engage employees in high-performance learning. Only by doing so can they come up with new and innovative ideas which can be collectively translated into a …

Hand on heart: Sometimes you think the meeting you just attended was a waste of time, don’t you? If so, you’re not alone. People in offices all over the world …

Engaged employees are proud of their work and go the extra mile to do their best. They are the performers who deliver the valuable long-term results for your organisation. So, …

My first boss once told me that a job should be fun, bring in money and make a difference - otherwise it was not worth spending time on it. I …

Daniel Eppling introduces the model of Spiral Dynamics and his interpretation of the different stages of development. The model can help clarify why people think and act the way they …

There are many examples in nature showing that swarms or colonies can achieve extraordinary things. Just think of ants which are tiny as individuals but do miraculous things together. They …

How to make group work successful? What are the essential points to observe right from the beginning? Check out what our recommendations are so that you can look back at …

Professionals with an entrepreneurial mindset can boost innovation and increase profitability. So, if you would like to stimulate "intrapreneurship” in your organisation, check our tips for getting the best out …

Much has been written on negotiation. So why are we writing yet another article on this topic? Given our globalised world, knowing about general negotiation practices is no longer enough …

What drives Generation Y? What do they expect from a manager? Which management practices are most effective for leading Gen Y? Carina Solbach shows you from a very personal perspective …

Marc is Head of Merchandising for an international company. The year has been turbulent but successful so far. His team met its target and the forecast is promising. However, there …

You’re the one who got the new job. Congratulations! Now you have 100 days to make a great impression. So what do you need to do and how do you …

It’s 9 a.m. on a Tuesday and the monthly sales meeting is just about to get underway. Carlos, the manager, is excited about presenting the new CMS to his team …