How does the B2B sales process work? (Part 3)
Session SummaryIn this session, Martin Wrobel, doctoral researcher at the HIIG, gives tips and tricks for proposing, negotiating and closing a deal and converting the opportunity into a new customer. This video is part one of a three part series on the B2B sales process and the last two stages of this process are detailed in this session.
Martin Wrobel has been a doctoral researcher at the HIIG since 2013 in the research area of Internet-enabled innovation. He organizes the Startup Clinics, a service offered to startups free of charge. Founders can attend individual sessions with PhD students who help solve specific challenges. Martin deals with any questions related to Sales & Marketing and HR & Culture. His research focuses on the individual competency requirements for founders and founding teams in fast-growing Internet startups. Prior to this Martin worked for German retailer METRO Group and for Meltwater in both sales and management positions. He studied International Management (MA) at the Berlin School of Economics and Law.