Many manufacturers rely on a network of dealers to distribute their products. These dealers are tasked with gaining access to…

It is always fascinating to observe how people make decisions. On the surface, we often speak of the calm and…

In many organisations, sales managers push their field teams to deliver results, yet approach senior leadership cautiously, seeking approval before…

Your first conversation with a potential client is more than just an introduction – it’s a door-opener. Within the first…

The Handelskolleg name has served us well, but as our audience has grown beyond the DACH region to span continents,…

In B2B — and especially in B2F (Business to Farmer) — most companies serve a mix of large, medium, and…