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

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...

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...

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