STRATEGIC SALES MANAGEMENT – A SPRINGER NATURE BOOK
Strategic sales leadership is increasingly vital in today’s volatile B2B landscape.
Many executives lack the necessary time or know-how to propel sales strategies toward long-term success. The book „Strategic Sales Management“ brings together 12 seasoned Interim Managers to fill this gap with actionable insights.
Why Strategic Sales Requires Leadership Attention
Executives often come from legal, production, or product-marketing backgrounds, or might inherit a family enterprise. In many cases, a sales manager handles only the tactical side of sales. However, without strategic guidance—determining suitable markets, shaping product portfolios, and anticipating future client demands—sustainable growth and differentiation can become elusive.
B2B sales is not merely the domain of day-to-day operations—it demands strategic oversight from top management. In Strategic Sales Management, edited by Peter Buchenau, 12 experts collaborate in 14 chapters to share advanced practices for succeeding in an ever-competitive marketplace.
My two contributions focus on Agile Customer Co-Creation—involving customers directly in innovation—and the transformative impact of Virtual Reality (VR) in B2B environments.
Chapter 6 //
Agile Customer Co-Creation and the Power of Innovation
As innovation cycles accelerate, B2B customers expect more than transactional deals. They want to be active partners in developing new solutions. Agile Customer Co-Creation increases the chances of successful product launches and reveals fresh market possibilities, leading to higher customer satisfaction, stronger customer lifetime value, and larger revenue streams.
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Chapter 7 //
From Virtual Reality to Business Reality – How VR Can Transform B2B Sales
Digital transformation has reshaped customer expectations. VR is a potent tool for enhancing emotional engagement, streamlining complex product development, and redefining customer experiences. By enabling virtual meetings in shared digital spaces, VR lets providers and clients collaboratively design everything from machinery components to entire building infrastructures. This approach not only captivates tech-savvy buyers but also shortens sales cycles and elevates brand credibility.
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Meet the Authors
After a foreword by Prof. Dr. Dirk Zupancic, the following experts share their hands-on knowledge of interim sales management:
- Ulvi Aydin
- Uwe Brüggemann
- Michael Eckardt
- Ulrich Girrbach
- Elmar Gorich
- Ralf Komor
- Peter Kuhle
- Siegfried Lettmann
- Thomas Mertens
- Stephan Rohe
- Rainer Simmoleit
- Stefan Zeiss
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DDIM
All authors are members of DDIM (Dachgesellschaft Deutsches Interim Management e.V.), with ten actively exchanging expertise in the DDIM Sales & Marketing Specialist Group.
The book itself is available through:
Als Stratege, Innovator und Macher tue ich die richtigen Dinge schneller richtig.
Gerne auch für Sie.
Gemeinsam können wir neue Marktchancen entdecken, das Produktbranding in die richtige Richtung lenken, Ihre Kunden besser verstehen – und sich von der Konkurrenz mit für die Zielgruppe maßgeschneiderten Produkten abheben. All das führt zu mehr Kundenzufriedenheit, einem größeren Kundenwert („Customer Lifetime Value“) und mehr Umsatzpotenzialen.
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