Press

Press

Press

Press Contact:
Thomas Beer (CSO)
SELLGATE AG
Zollikerstrasse 27
CH-8032 Zurich
Switzerland
Tel. +41 44 386 64 04
Fax. +41 44 386 64 01


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2010-11-26

outside 09 – magazine of the marketing-Club Dortmund: Too little time with the customer?

It has long been assumed that sales people often don’t spend enough of their time with their customers. On average successful sales people look after more customers and make more customer visits than less successful ones. Successful sales people also spend less time with planning than less successful ones.

A joint study by the ‘Kompetenzzentrum B2B Marketing’ of the University St. Gallen and the sales organisation SELLGATE Sales Consulting (today SELLGATE Hamburg) has found interesting results …    // download (only available in German)


online
2010-10-30

Financial Times: Face to face contact brings more success

What characterises particularly top-selling and successful sales people? The result of a study found the best in the industry spend most of their time with the customer.

The task of field sales is sometimes described in military terms as ‘Service at the front line’. The fact is those who work day in, day out, directly with the customer are under great pressure to succeed…    // online (only available in German)


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2010-10-04

SELLGATE Press Release: Sales people use only 36% of their time for real customer contact

The Study of the University St. Gallen and SELLGATE on the topic ‘High Performance in Sales 2010’ will be presented in Bonn on 4 October 2010.

It has long been assumed that sales people often don’t spend enough of their time with their customers. On average successful sales people look after more customers and make more customer visits than less successful ones. Successful sales people also spend less time with planning than less successful ones. …    // download (only available in German)


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2010-10-01

enable 10/2010: Face-to-face contact – What is the secret of success of a top performing sales person?

The task of field sales is sometimes described in military terms as ‘Service at the front line’. The fact is those who work day in, day out, directly with the customer are under great pressure to succeed.

The pressure increases, as a study by the University St. Gallen found when interviewing management in 222 organisations. According to the sales experts in the survey, the main cause is the continued increase in the complexity of their work, caused through greater tailoring of services and products for the end user…    // download (only available in German)


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2010-09-02

Wallstreet Online: Sales people use only 36% of their time for real customer contact

Bonn / St. Gallen / Hamburg (ots) – It has long been assumed that sales people often don’t spend enough of their time with their customers. On average successful sales people look after more customers and make more customer visits than less successful ones. Successful sales people also spend less time with planning than less successful ones. A recent study amongst sales manager and managing directors from 222 organisations in the DACH region has found this and more. The study was conducted by the Kompetenzzentrum for B2B-Marketing of the University St. Gallen together with sales consulting of…    // download (only available in German)