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

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...

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...