Sales methods: mastering closing with the Selling Fox method

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 International sales consultancy (that he founded in 1979) and author of the book The Selling...

How to use Sales Intelligence to sell better and more! (Part 2)

In the first part of this article, published yesterday, we saw why Sales Intelligence is proving to be crucial to sales people in the context of the growing digitalisation of their activity. We are now going to delve more into the practical aspect of things and give you some...

How to use Sales Intelligence to sell better and more! (Part 1)

First of all this article is going to tell you why Sales Intelligence has an increasingly important role at the moment;  subsequently, we will look at some sound and practical tips for applying Sales Intelligence in your sales team. However, before we begin, we should define...

7 Awesome Demand Generation Secrets For Loyalty and Sales

Generating loyal demand and sales for your business is top priority. Without brand love and the subsequent revenue, your business will fail. It’s as simple as that. To ensure your success in business, I’m going to reveal seven awesome demand generation secrets you can begin to...
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Calculating ROI for Sales Intelligence

The 2016 Sales Performance Optimization Study by CSO Insights found that only 57.1% of B2B sales reps made quota last year. You might think that number is understated, but the rate was only 58.1% in 2014 and 58.2% in 2015. What’s more, B2B sales teams only achieved 82.7% of plan...
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Why Digital is changing the relationship between Marketing & Sales in the B2B sector

The digital transformation is in full swing in B2B companies but, beyond injecting a digital dimension into each function, this transformation entails reviewing internal organisation and, in particular, breaking the traditional silos formed by marketing and sales. At a time when...
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Reconciling B2B salespeople with phone prospecting

This is real life observation. Whatever the company, whatever the field, B2B salespeople generally dislike “hard slog” prospecting. Nobody wants to spend the day on the phone cold calling. It’s a hard job, one that can be psychologically exhausting if repeated...
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Sales Directors: How to calculate the value of each B2B customer

The calculation of customer value is essential in order to steer marketing action and also to guide sales teams. Current technologies now allow such calculations to be made individually for each customer, rather than through segments. Digital technology has multiplied the means...
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7 practical tips for improving your sales productivity

A study carried out by The Bridge Group in 2015 showed that sales productivity is the N°1 challenge for 65% of B2B companies. As a consequence, optimising this productivity should be a major focus of attention for every company: the effectiveness, responsiveness and productivity...
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Finding Hidden Opportunities via Sales Triggers

The Internet has seriously upended the relationship between B2B buyers and sellers. A dozen years ago, buyers were much less informed about your company, products, and competitors than they are now. Back then, social media was in its infancy and it was much more difficult to...
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