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...