"It is not because things are difficult that we do not dare, it is because we do not dare that they are difficult." Seneca

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....

06th Oct 2014

Long live “Smart-Calling”!

How do you secure a meeting with a high-level decision-maker? Through cold-calling or social networks? These two ideologies, the word is not an exaggeration, appear to be in opposition. On...

31st Mar 2014

And what if we chose our prospects?

Sometimes it is a good idea to take a fresh look at the basics of marketing. The good old “push” and “pull” marketing strategies are still relevant today, including in...

26th Jan 2014

Why do some “over-trained” sales reps sell nothing?

Because they are not trained to sell. Or, to be more precise, they are trained to be “walking catalogues” and not to create the conditions necessary in order that a...

26th Jan 2014

Don’t delegate Story-telling to any device.

January 6, 2014, the CES in Las Vegas, the Mecca of new technology. American film director Michael Bay is the front man for the Samsung presentation. For the South Korean...

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...

Pages:«123»