Our latest publications

  • 1
  • 2

SELF-LIMITING OR POSITIVE BELIEFS IN TELEPHONE PROSPECTING

Published :19 March 2018

I had the idea for this topic while running a seminar on telephone prospecting. During this type of seminar, the aim is as much to teach methods as it is to make real appointments. Obviously, at the start, the atmosphere isn’t always as relaxed as it may be at a seminar on personal growth… The […]

See more

How to Mitigate Uncertainty When Launching Products

Published :24 January 2018

How to Mitigate Uncertainty When Launching Products As the year begins, chances are great that you already have in mind the flagship products that you are going to launch or relaunch by calling upon your sales force, partners, distributors or resellers. With your marketing division, you have sifted through the offers of the competition and […]

See more

Sales Effectiveness : How to Always Reach Your Goals!

Published :8 January 2018

    The title of this article sounds like a beautiful promise… maybe even too beautiful for your critical thinking. How could we always achieve our goals in the current context!? In the midst of so much competition, surrounded by increasingly demanding customers and with political uncertainties threatening to upset entire industries overnight, this promise […]

See more

3 Tips to Make the Most of a Trade Fair

Published :19 June 2017

Trade fairs are great opportunities to do business, sell products and generate leads. Every year, hundreds of trade fairs take place throughout the world with some just meant to be large, universal events while others are more specific to a particular market. Regardless, participation in these events should not be improvised. Simply booking a spot […]

See more

The Multiple Intelligences Behind Federer’s Success

Published :29 March 2017

I have always been convinced that the corporate world could find a powerful inspiration in high-level sport… Two months after his eighteenth Grand Slam title in late January at the Australian Open and only two weeks after his victory at Indian Wells, Roger Federer has just come out with a stunning win at the Miami […]

See more

The Virtues of Saying No

Published :22 February 2017

I must confess that I’m not a fan of Pokemon hunting. Without criticizing what I do not know about, let’s just say that it didn’t catch on with me. Running after these little virtual monsters seems a bit pointless to me. But why not after all! Aren’t there people who spend their free time hitting […]

See more

5 Digital Re-solutions for Commercial Performance

Published :17 January 2017

    At the start of the year, a time for good resolutions, spending more time coaching salespeople should be high on the list for managers. Why? Because good resolutions usually focus on things that we never manage to do throughout the year and the effective and regular coaching of salespeople is very often part […]

See more

How to Prospect Using the 5 Secrets of Serial Winners

Published :23 November 2016

Prospecting is a strenuous art that requires nerves made of solid steel. The motivation of even the bravest of salespersons can come to be seriously undermined by a series of unavailing calls, impenetrable secretary barriers, or polite dodges such as: “Send us an e-mail at…” After several fruitless calling sessions, initial momentum can quickly get […]

See more

What if Valuing Customer Benefit Had its Limits?!

Published :25 October 2016

All vendors with a minimum of experience in sales techniques know that a good argumentation should end with an emphasis on customer benefits. And whatever the technique, the principle remains the same: to put the stress on what customers will get out of the service or product they are being sold. It does make perfect […]

See more

The 7 Deadly Sins of Negotiation

Published :29 September 2016

  Whenever the discussion gets tense, especially when it comes to rates, negotiation skills come into play. However, the business environment we have now been dealing with for years is so stressful that people in the field are often prone to losing control. And negotiation techniques cannot translate into proper action unless salespeople manage to […]

See more
  • 1
  • 2