"It is not because things are difficult that we do not dare, it is because we do not dare that they are difficult." Seneca

06th Aug 2017

No, your clients don’t know how to buy…

Most B2B sales representatives are convinced that they increase their chances of success by fulfilling the client’s requests: requests for information, requests for workshops, requests for demos, etc. That belief...

06th Aug 2017

The clock and the compass

This is the story of a B2B sales representative who comes back from an initial business development meeting with the ‘Thingummy Manager’ and tells his boss: “It went really well,...

06th Aug 2017

B2B: what side is your bread buttered on?

What is there in common between an office suite and a supply chain management system? Nothing now. But they’re both software… Between the operation of a staff canteen and a...

05th Aug 2017

Level of contact: the forgotten level of B2B business development.

A number of commercial organizations seem to be ruled by the business lead, which prompts them to put all their contacts on an equal footing. That’s sometimes linked to the...

14th Jun 2015

B2B prospecting: no, not all first meetings worth the same…

Most of us grew up with that wonderful equation of B2B prospecting drummed into us: the “effort–results” correlation. The more leads you get, the more deals you will sign. This...

30th May 2015

The sales rep of tomorrow – a connected object or a dialectical subject?

A little look ahead at the role of the “GAFA” (the Google-Apple-Facebook-Amazon big four which is currently taking over our lives) version of the sales rep: 2020, connected glasses and facial...

14th May 2015

Why do those good old sales techniques not have (much) impact in B2B any more?

The one sales model that dominates all others is called Solution-Selling. It was born in the United States in the 1970s. The method is very effective: “The bad news is...

18th Jan 2015

B2B sales development: focus on execution.

Faced with both the economic crisis and the digital revolution, sales organisations have redefined their strategies and, consequently, their organisation over the last few years. These have been huge projects....

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