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...

26th Jan 2014

Why do some “over-trained” sales reps sell nothing?

Because they are not trained to sell. Or, to be more precise, they are trained to be “walking catalogues” and not to create the conditions necessary in order that a...

08th Dec 2013

At the end of the day, what value do we offer?

Are you really sure you are ready for this first meeting scheduled for tomorrow with a potential clients you have been chasing for months? Given the figures noted above, this...

19th Sep 2013

The N°1 competitor: “no-decision”.

The numbers are edifying: Some 80 % of all B2B business opportunities are neither won nor lost – the client simply does not make any decision (CEB, 2012). Of course...