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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How to sell to different types of decision makers

According to studies conducted in Neuroscience, we each make thousands of decisions a day. And the importance of these decisions varies enormously. Some are trivial: “should I wear a red tie or a black tie? “. Others are genuinely important: “should I hire this...

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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How Sales Enablement is going to change B2B Sales within 2 years (Part 1 of 2)

What is Sales Enablement? Sales Enablement shows a change in the state of mind of B2B sales. As B2B sales are becoming more complex and competitive, it is necessary to implement methods, tools and processes to improve the efficiency of your sales and marketing teams.   Sales...

5 Tips for writing the perfect Sales email

Did you know that an employee spends, on average, a quarter of their time managing their email? So email is THE communication channel par excellence, particularly for sales people. But an email can very easily be boring, inefficient or impersonal. This can further diminish its...

Sales Directors: the 7 essential tools and methods to use in 2016 (2/2)

So here is the second part of our article “Sales Directors: the 7 essential tools and methods to use in 2016!” In the first part, we presented the following tools and methods: 1 : Work hand in hand with marketing 2 : Rely on collaborative work 3 : Start using Social Selling...

Sales Directors : the 7 essential tools and methods for 2016 (1/2)

If there are two fields that are evolving increasingly rapidly, they are the fields of sales and marketing. In fact, for a long time, these two professions “purred along” with very little questioning of diehard habits… However, they are now in the process of changing for multiple...