Our latest publications

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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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 […]

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Sales Action Plan: The Entrepreneur’s Compass

Published :29 July 2016

In orienteering, it is not necessarily the one who runs fastest who comes first. In the same way, a businessman or woman looking to turn his or her strategy into actual commercial success should invest some time to define the best route and spare themselves from wasting time.   … 1. Assess the current situation […]

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Cross-Selling in Retail : “100% of winners have tried their luck !”

Published :24 June 2016

Before detailing the purpose of cross-selling and more importantly, how to get good at it, I am immediately going to let you in on its most absolute secret, just so we get it over with. Are you ready? You’d better concentrate, for it is pretty revolutionary! The greatest secret to achieving cross-selling is to SYSTEMATICALLY propose […]

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