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...