WINGMEN EXPERTS
Publications
This page lists guest articles that Björn Wesarg, founder of Wingmen Experts, has written for trade media. They cover the same ground as our projects: sales processes, CRM and sales management in B2B companies. Each entry has a short summary and a link to the original publication. The articles so far have appeared in German-language media and are written in German.
Vertrieb digitalisieren
From CRM data graveyard to steering system: seven rules for sales you can run digitally(in German)
Many CRMs collect calls, emails and quotes but steer nothing. The article explains why this is rarely the tool’s fault and usually comes down to a missing process: which states an opportunity moves through, who owns it and what happens next. It sets out seven rules, a worked example and a checklist.