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...

06th Oct 2014

Long live “Smart-Calling”!

How do you secure a meeting with a high-level decision-maker? Through cold-calling or social networks? These two ideologies, the word is not an exaggeration, appear to be in opposition. On...

31st Mar 2014

And what if we chose our prospects?

Sometimes it is a good idea to take a fresh look at the basics of marketing. The good old “push” and “pull” marketing strategies are still relevant today, including in...

09th Jan 2014

The availability of top managers is proportional to our ability to address issues that keep them awake at night…

Most sales personnel need no such demonstration to prove what a waste of time cold telephone canvassing is with the top brass. Cold-calling members of executive committees simply does not work!...

19th Sep 2013

The level of contact – canvassing’s forgotten lever.

It would seem that a number of sales operations toil under a “lead dictatorship” with the result that all contacts are placed on the same footing. This can sometimes be...