{"id":65091,"date":"2020-03-18T13:35:00","date_gmt":"2020-03-18T12:35:00","guid":{"rendered":"http:\/\/e3mag.com\/?p=65091"},"modified":"2020-03-20T12:23:37","modified_gmt":"2020-03-20T11:23:37","slug":"vom-produkt-erklaerer-zum-kunden-versteher","status":"publish","type":"post","link":"https:\/\/e3mag.com\/de\/vom-produkt-erklaerer-zum-kunden-versteher\/","title":{"rendered":"Vom Produkt-Erkl\u00e4rer zum Kunden-Versteher"},"content":{"rendered":"\n<p>Der bisherige Erfolg vieler mittelst\u00e4ndischer Unternehmen basiert vor allem auf dem linearen Wachstum in ihren jeweiligen Branchen. Was passiert aber, wenn das Wachstum ausbleibt? <\/p>\n\n\n\n<p>Die klassischen Vertriebstechniken reichen dann kaum noch f\u00fcr die Gewinnung neuer Kunden und Auftr\u00e4ge aus. Gleichzeitig ver\u00e4ndert sich derzeit das SAP-Portfolio rapide, und die Relevanz der klassischen SAP-Expertise nimmt ab. Daher entwickeln sich erfolgreiche Vertriebsspezialisten zunehmend vom Produkt-Erkl\u00e4rer zum Kunden-Versteher.<\/p><div class=\"great-fullsize-content-de\" style=\"float: left;\" id=\"great-3818523003\"><div id=\"great-3293714049\" style=\"margin-bottom: 20px;\"><a data-no-instant=\"1\" href=\"https:\/\/www.youtube.com\/watch?v=6yfv7eho3Gc\" rel=\"noopener\" class=\"a2t-link\" target=\"_blank\" aria-label=\"Fullsize\"><img loading=\"lazy\" decoding=\"async\" src=\"https:\/\/e3mag.com\/wp-content\/uploads\/2026\/03\/banner_26_04_08_1200x150.jpg\" alt=\"Fullsize\"  srcset=\"https:\/\/e3mag.com\/wp-content\/uploads\/2026\/03\/banner_26_04_08_1200x150.jpg 1200w, https:\/\/e3mag.com\/wp-content\/uploads\/2026\/03\/banner_26_04_08_1200x150-400x50.jpg 400w, https:\/\/e3mag.com\/wp-content\/uploads\/2026\/03\/banner_26_04_08_1200x150-768x96.jpg 768w, https:\/\/e3mag.com\/wp-content\/uploads\/2026\/03\/banner_26_04_08_1200x150-100x13.jpg 100w, https:\/\/e3mag.com\/wp-content\/uploads\/2026\/03\/banner_26_04_08_1200x150-480x60.jpg 480w, https:\/\/e3mag.com\/wp-content\/uploads\/2026\/03\/banner_26_04_08_1200x150-640x80.jpg 640w, https:\/\/e3mag.com\/wp-content\/uploads\/2026\/03\/banner_26_04_08_1200x150-720x90.jpg 720w, https:\/\/e3mag.com\/wp-content\/uploads\/2026\/03\/banner_26_04_08_1200x150-960x120.jpg 960w, https:\/\/e3mag.com\/wp-content\/uploads\/2026\/03\/banner_26_04_08_1200x150-1168x146.jpg 1168w, https:\/\/e3mag.com\/wp-content\/uploads\/2026\/03\/banner_26_04_08_1200x150-18x2.jpg 18w, https:\/\/e3mag.com\/wp-content\/uploads\/2026\/03\/banner_26_04_08_1200x150-600x75.jpg 600w\" sizes=\"(max-width: 1200px) 100vw, 1200px\" width=\"1200\" height=\"150\"  style=\" max-width: 100%; height: auto;\" \/><\/a><\/div><\/div>\n\n\n\n<p> In diesem Zusammenhang behandeln Vertriebsexperten aus dem SAP-\u00d6kosystem am 20. Februar in Walldorf den praktischen Umgang mit den vertrieblichen He\u00adrausforderungen in Zeiten des nachlassenden Wirtschaftswachstums. <\/p>\n\n\n\n<p>Im Fokus der Werkstatt \u201eProfessioneller Vertrieb mit der bew\u00e4hrten Sales-Cycle-Methode\u201c, veranstaltet von der International Association for SAP Partners (IA4SP), stehen die strukturierte Identifikation der Bedarfstr\u00e4ger im Zielmarkt, effiziente Marketingkommunikation der nutzenorientierten Kernbotschaften, methodische Potenzialqualifikation, transparentes Pipeline-Management, \u00fcberzeugende Pr\u00e4sentation, gewinnende Kommunikation sowie hohe Abschlusssicherheit. <\/p>\n\n\n\n<p>Dabei geht es auch um die Frage, wie Unternehmen im Allgemeinen und Vertriebler im Speziellen mit Value Selling (\u00dcbergang vom Preis-Leistungs- zum Preis- Nutzen-Verh\u00e4ltnis) neue Kunden und Auftr\u00e4ge gewinnen k\u00f6nnen.<\/p>\n","protected":false},"excerpt":{"rendered":"<p>F\u00fcr die Gewinnung neuer Kunden reicht die bisherige Vernetzung von Unternehmen kaum aus. Gefragt sind professionelle Vertriebskompetenzen.<\/p>\n","protected":false},"author":38,"featured_media":65093,"comment_status":"open","ping_status":"closed","sticky":false,"template":"","format":"standard","meta":{"_acf_changed":false,"pmpro_default_level":"","footnotes":""},"categories":[2,37274],"tags":[473],"coauthors":[19920],"class_list":["post-65091","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-sap-nachrichten","category-mag-2002","tag-ia4sp","pmpro-has-access"],"acf":[],"featured_image_urls_v2":{"full":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"thumbnail":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-150x150.jpg",150,150,true],"medium":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",400,180,false],"medium_large":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-768x346.jpg",768,346,true],"large":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"image-100":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-100x45.jpg",100,45,true],"image-480":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-480x216.jpg",480,216,true],"image-640":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-640x288.jpg",640,288,true],"image-720":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-720x324.jpg",720,324,true],"image-960":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-960x432.jpg",960,432,true],"image-1168":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"image-1440":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"image-1920":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"1536x1536":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"2048x2048":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"trp-custom-language-flag":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",18,8,false],"bricks_large_16x9":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"bricks_large":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"bricks_large_square":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",1000,450,false],"bricks_medium":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",600,270,false],"bricks_medium_square":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424.jpg",600,270,false],"profile_24":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-24x24.jpg",24,24,true],"profile_48":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-48x48.jpg",48,48,true],"profile_96":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-96x96.jpg",96,96,true],"profile_150":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-150x150.jpg",150,150,true],"profile_300":["https:\/\/e3mag.com\/wp-content\/uploads\/2020\/02\/shutterstock_739593424-300x300.jpg",300,300,true]},"post_excerpt_stackable_v2":"<p>F\u00fcr die Gewinnung neuer Kunden reicht die bisherige Vernetzung von Unternehmen kaum aus. Gefragt sind professionelle Vertriebskompetenzen.<\/p>\n","category_list_v2":"<a href=\"https:\/\/e3mag.com\/de\/category\/sap-nachrichten\/\" rel=\"category tag\">Community Nachrichten<\/a>, <a href=\"https:\/\/e3mag.com\/de\/category\/mag-2002\/\" rel=\"category tag\">MAG 20-02<\/a>","author_info_v2":{"name":"E-3 Magazin","url":"https:\/\/e3mag.com\/de\/author\/e-3-magazin\/"},"comments_num_v2":"0 comments","_links":{"self":[{"href":"https:\/\/e3mag.com\/de\/wp-json\/wp\/v2\/posts\/65091","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/e3mag.com\/de\/wp-json\/wp\/v2\/posts"}],"about":[{"href":"https:\/\/e3mag.com\/de\/wp-json\/wp\/v2\/types\/post"}],"author":[{"embeddable":true,"href":"https:\/\/e3mag.com\/de\/wp-json\/wp\/v2\/users\/38"}],"replies":[{"embeddable":true,"href":"https:\/\/e3mag.com\/de\/wp-json\/wp\/v2\/comments?post=65091"}],"version-history":[{"count":0,"href":"https:\/\/e3mag.com\/de\/wp-json\/wp\/v2\/posts\/65091\/revisions"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/e3mag.com\/de\/wp-json\/wp\/v2\/media\/65093"}],"wp:attachment":[{"href":"https:\/\/e3mag.com\/de\/wp-json\/wp\/v2\/media?parent=65091"}],"wp:term":[{"taxonomy":"category","embeddable":true,"href":"https:\/\/e3mag.com\/de\/wp-json\/wp\/v2\/categories?post=65091"},{"taxonomy":"post_tag","embeddable":true,"href":"https:\/\/e3mag.com\/de\/wp-json\/wp\/v2\/tags?post=65091"},{"taxonomy":"author","embeddable":true,"href":"https:\/\/e3mag.com\/de\/wp-json\/wp\/v2\/coauthors?post=65091"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}