There’s no escaping it…Artificial Intelligence (AI) is the future, and the future is now. Well, almost… “80% Of Marketing Executives Predict Artificial Intelligence Will Revolutionize...

Let’s continue our tour of sales methods in B2B with  Tom Reilly’s Value-Added Selling. This American speaker and train developed an approach to sales in the 1980s which can be summarised in the...

When sales intelligence solutions were first launched twenty year ago, they operated as stand-alone web browser services.  While Customer Relationship Management platforms (CRMs) existed back...

It doesn’t matter how brilliantly your marketing team pull in the qualified leads, or how exceptionally well your salespeople know your product…Without a solid sales process, you can kiss...

30 Everyone knows, when it comes to sales, that capitalising on an existing customer is a lot more profitable than starting with making a new conquest. So for a business today, having effective...

Acquiring a Sales Intelligence solution is a relevant investment for your company, especially if you hope to generate even more and better quality leads, and convert prospective customers into...

Solution Selling is a complex sales method notably used in the high-tech world and that is very dear to me. It has even paced my work of the past 10 years. Solution Selling (as in selling...

We love Linkedin Back in Geometry, one of the statements we’d use was “necessary but not sufficient”.  It was a condition required for a statement to be true, but it was not the only condition...

Let’s continue our analysis of the main complex selling methods, and their relevance in the digital world, by looking at the method created by the splendid Jim Holden, CEO of the Holden...