Our latest publications

  • 1
  • 2

How to transform your business using a differentiated sales strategy

Published :13 novembre 2018

How to transform your business using a differentiated sales strategy   Our world is changing fast, very fast. Companies adapt by transforming their offers, business models and organization. Despite this, many have to contend with a sluggish organic growth as well as receding margins. That’s true even for some of the best…         […]

See more

Do not wait until it rains to fix the roof!

Published :2 octobre 2018

Do not wait until it rains to fix the roof!   A couple of months ago, I gave a training course to a team of top sales. I was impressed at how knowledgeable and business-savvy these high level experts were.  Also, their activity meters were nodding accordingly. They really had no shortage of business opportunities… […]

See more

CHANNEL MANAGEMENT : The new digital solutions to stand out from your competitors

Published :18 mai 2018

Channel management Les nouveaux outils pour se démarquer de ses concurrents   Whatever your distribution channel, it is always difficult to determine whether your partners, distributors, resellers, or VARs effectively communicate your offers to their customers. Do they really master your key arguments? Are they able to develop them convincingly? Are they knowledgeable enough to […]

See more

SELF-LIMITING OR POSITIVE BELIEFS IN TELEPHONE PROSPECTING

Published :19 mars 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 janvier 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 janvier 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 juin 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 mars 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 février 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 janvier 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
  • 1
  • 2