5 Shocking Mistakes In Your Sales Methods

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 goodbye to new business. Considering the importance of sales pipelines, it would be...
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How to hook your prospects with an initial contact placed in context?

How to achieve a contact in context during the prospecting phase and hit the mark with sales The point which all prospecting has in common Anyone acquainted with the joys of prospecting for business knows very well that it is increasingly difficult to capture attention and hook a...
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5 essential questions to choose your Sales Intelligence solution

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 long-term ones. Sales Intelligence tools are a fantastic resource for developing your...

Solution Selling : A Sales Method For The Digital Era

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 “by” solutions, and not the selling “of” solutions) is a sophisticated method...

How to make the most of the Digital Transformation for your Sales People

You will have undoubtedly heard of the digital transformation. Perhaps you have even already made the change in your company. But have your sales people really grasped how to make the most of it? And, above all, are they trained to do so? What do we mean by the digital...
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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...

Social Selling : a new approach to B2B sales

89% of B2B buyers conduct research on the internet before making a purchase. As buyers are increasingly well informed, there needs to be a change in the approach from the sales person. The emergence of the first social networks offered sales people the opportunity to get to know...

How do you take into account the new journey of the B2B buyer?

The behaviour of B2B buyers is increasingly influenced by the internet and social networks. Suppliers have to take this into account in their marketing and sales strategies. A recent LinkedIn survey gives them a few ideas. Digital provides B2B buyers with new weapons, making...
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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...