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...

19th Sep 2013

Long live processes – and humans too!

Aren’t sales too unpredictable a process to be entrusted to humans? A little like everything else that goes on in a business incidentally, only worse. It is a complete nightmare...

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...