What is a strategy? The Oxford English Dictionary defines it as, “A plan of action designed to achieve a long-term or overall aim“. For example, an “economic strategy” is when […]

How you can combine best practices… and see your sales targets skyrocket Over a six-month period, I wrote six articles on the best sales methods I know. Producing this overview […]

Do you want to sell more, faster, and make your sales more profitable? If so, you need to know about three major mistakes most salespeople and companies make! Identify the […]

Prospecting is the initial stage of any outbound sales process. It’s your job to recognise probable customers who have shown an interest in your products or services (prospects), before delivering […]

Leads continue to be a bone of contention between sales and marketing with sales reps feeling that most leads aren’t worthy of the name.  B2B sales reps are notorious for […]

Maybe you’ve heard people talking about a business requirements analysis plan. You may have heard them say it’s one of the necessary stages in a successful sale. But do you […]

A critical assessment of unexpressed needs, a 4-phase cycle moving from prospecting to relationship maturity, the effective anticipation of weak signals of discontent, and so on… In B2B, client loyalty […]

The key to generating higher turnover and developing a company is an effective sales process. But how do you become more effective? What parameters should you know? A very comprehensive […]

We’ve already talked to you on this blog about the famous Forrester report, “ Death of a B2B Salesman ”, which announces that no fewer than 1 million B2B salespeople […]