14th May 2015

Why do those good old sales techniques not have (much) impact in B2B any more?

The one sales model that dominates all others is called Solution-Selling. It was born in the United States in the 1970s. The method is very effective: “The bad news is...

18th Jan 2015

B2B sales development: focus on execution.

Faced with both the economic crisis and the digital revolution, sales organisations have redefined their strategies and, consequently, their organisation over the last few years. These have been huge projects....

01st Jan 2014

B2B sales development: the 3 trends you won’t read about anywhere else.

NEW BUSINESS Most companies in Europe have made it through the last crisis only by drastically cutting costs to maintain a minimum bottom line and financial stability. Incidentally, that is...