Dipl. Betriebswirt (FH)
Founder of Petra Scherer Value Consulting
Lecturer of International Marketing and Sales at Ingolstadt University of Applied Science
“57% of the B2B sales process is already over, before a decision maker contacts a sales representative.” (Roland Berger GmbH 2015)
This is the result of a current study by Roland Berger Consulting and Google, who interviewed 2.745 sales manager in the B2B business of mid-sized companies in Germany.
When I started my professional career back in 1998 within the sales department of Hewlett-Packard Company, the core challenge was to be recognized by our customers and obtain a key position within the customers preferred vendor list.
That hasn‘t changed.
But the customers are changing the game and are no longer willing to wait until the vendors contact them. They search the Internet, exchange experiences with other experts online and expect that vendors provide valueable information and services 24 hours at 365 days a year.
This means, that our customers expect us to be
in our communication.
With Scherer Value Consulting I support companies with their
Since 2015 I also started academic research and lecture work in the area of international marketing and sales management at the Ingolstadt University of Applied Science.
This helps me to work with my clients on the latest state of science and to support projects with young, dynamic students from the generation Y/Z!