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...

09th Jan 2014

The availability of top managers is proportional to our ability to address issues that keep them awake at night…

Most sales personnel need no such demonstration to prove what a waste of time cold telephone canvassing is with the top brass. Cold-calling members of executive committees simply does not work!...

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...

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 level of contact – canvassing’s forgotten lever.

It would seem that a number of sales operations toil under a “lead dictatorship” with the result that all contacts are placed on the same footing. This can sometimes be...