A look back at crises: sales at the heart of business transformation
Publié le 16 February 2023Unavoidable changes in commercial organization! A more complex sale. And always more strategic The past years (pandemic, inflation, shortages, war in Europe, etc…) have upset many established patterns. In times of turbulence, it is better to go back to the basics. Sales is certainly one of them! It secures sales in increasingly complex environments. More than ever, it is necessary to build loyalty and differentiate oneself. Both through the quality and innovation of the offers made to customers, but also through the way of selling, engaging in conversation with customers, maintaining the relationship… And thus preparing for the next crises. 3 basic trends have become more pronounced with the recent […]
New Year’s resolutions
Publié le 23 January 2023New Year’s resolutions for salespeople are an important topic for improving performance and meeting sales goals. Here are some tips for salespeople looking to improve their performance at the start of the year: Establish clear and measurable goals: Salespeople need to establish clear and measurable goals for the coming year. This may include goals for revenue, number of new customers, or lead-to-customer conversion rates. Keeping abreast of market trends and developments: Sales representatives must keep abreast of market trends and developments in order to be able to adapt and propose solutions adapted to the needs of customers. Learn to say “prospecting” without making a face: Prospecting can be difficult, but […]
Digital marketing to open new sales channels…
Publié lesmooth, fast, and easy… until you actually try to do it! I would like to share with you our experience in a digital transformation project and use an interesting academic report as a counterfoil against which to analyse this experience. I recently came across an interesting article in the journal of Personal Selling and Sales Management, (VOL. 41, NO. 2, 130–149 by Paolo Guenzia and Edwin J. Nijssen) “The impact of digital transformation on salespeople: an empirical investigation using the JD-R model” and will quote and summarize some of the key findings I gleaned from this useful publication. The background: Digital transformation (hereinafter, DT) is currently a top priority in […]
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