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

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...