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

01st Jun 2018

The myth of easy prospecting.

Long before the widespread popularization of Internet, France had developed an online messaging technology called Minitel, now abandoned. Minitel notably developed through dating sites with seductive advertisements. In 2012, the...

21st May 2018

Honey, we need to talk…

When our CEO recruited you as Head of Marketing, I was very enthusiastic. Finally, my sales teams would benefit from a real support, along with a battle plan to generate...

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...

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