Adapting to the new B2B buying journeys
The B2B market has evolved rapidly and has strongly differentiated itself from the B2C market.
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Jun 7, 20224 min read
The churn rate, a dangerous and underestimated lever
Churn is like gravitation; it inevitably pulls revenues down. Hybrid by nature - it depends as much on internal factors within the company..
Mar 29, 20223 min read
Optimize the organization of your Sales Development Representatives team (Part 2)
This second part of the article deals with the last two essential questions of the following series: What is the best team structure?...
Jan 27, 20223 min read
Optimize the organization of your Sales Development Representatives team (Part 1)
Today, companies must adapt the management of their Sales Development Representatives in B2B markets.
Dec 13, 20213 min read
The 4 new challenges of the sales manager
The digital transformation and recent sanitary crisis has strongly affected the sales function of B2B companies. The stakes are multiple and
Jul 8, 20213 min read
Boost your sales efficiency with a multi-channel strategy
Multi-channel distribution is gradually becoming the norm, not the exception. The sales representative has new responsibilities
Jun 12, 20213 min read
How to boost your sales effectiveness by choosing the right priorities
Client facing time and sales performance metrics, 2 areas that should be at the top of the leaders' agenda
May 25, 20215 min read
The 7 must do's for a successful internationalization
If entering foreign markets can be a significant growth accelerator, it also produces long lasting benefits that goes far beyond the sole...
May 5, 20214 min read
Initiating the sales cycle with value selling will boost your success rate
Benefits or features, what’s the difference? What determines value? How to prioritize value over feature during the first meeting?
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