A new model
targeted :
on real decision-makers
Cross :
sales, marketing and training
Pragmatic :
with your teams
Effective :
6-month ROI
[blog]
No, your clients don’t know how to buy…
Most B2B sales representatives are convinced that they increase their chances of success by fulfilling the client’s requests: requests for information, requests for workshops, requests for demos, etc. That belief is based on the idea that the client, or prospective client, is fully au fait with its procurement process and the service provider has to […]
The clock and the compass
This is the story of a B2B sales representative who comes back from an initial business development meeting with the ‘Thingummy Manager’ and tells his boss: “It went really well, he loved it, we scheduled another meeting in a fortnight for me to present a proposal!” Everyone is happy and a new deal is entered […]
