What can we learn from the 2021 US Open’s historic edition? 21 sep. 2021

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Key Account Management best practices 02 dec. 2022

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Les essentiels

Soft skills and sales performance

24 November 2021

30% of success in negotiation lies in proper preparation

25 June 2021

A few tips for taming your fears during a negotiation

What can we learn from the 2021 US Open’s historic edition?

Publié le 21 September 2021

This year we saw an absolutely historic US Open edition! In the women’s draw, this was the first time since 1999 that two teenagers, 18-year-old Emma Raducanu and 19-year-old Leylah Fernandez were able to advance to a Grand Slam final. The last time, the youngest – 18-year-old Serena Williams –  also happened to defeat her […]

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Cross selling among key accounts

Publié le 14 November 2022

Cross-selling among key accounts? Easier said than done… ! 3 practical tips for progress. And with this, Sir, Madam …. ?  Which customer has never heard this famous open question at the baker’s or the market? If it is well put, it is often successful. However, this cross-selling approach, which consists of marketing the part […]

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The alignment of the planets is now

Publié le 11 July 2022

In his long professional career, a salesperson will go through different cycles and experience various economic environments. Sometimes, the conjuncture plays in their favour; other times, it won’t, making their work much harder (the business is slow, volumes are not up to par… And then, back to good times again. But every 20 to 30 […]

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What is behind the sales function?

Publié le 10 June 2022

We hear that selling is an art, that it is innate, that it is a science. In short, selling is convincing someone of something: a meeting, a test, a presentation, a bid, a pilot project, a sale, a contract. Behind all this, we talk about skills, and in 2022, skills are what we need more. […]

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Conscious Leadership

Publié le 20 May 2022

Leadership is often confused with management. Management is planning, staying on budget, convening a working group, solving everyday problems, maintaining order, and implementing strategies. It’s what we get paid to do. It’s very difficult to ask someone to make a real, emotional commitment to a cause if their leaders are not capable to understand their […]

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Managing a sales team in the age of data and artificial intelligence

Publié le 06 May 2022

When I talk about data and artificial intelligence with sales managers, they often look at me with wide eyes. Is this really for me? What does that mean? It’s all too abstract for most of them. Yet, like Sir Shakespeare with words, salespeople have been using data for a long time. I’ve always seen good […]

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Area Manager: a key role in the company’s international development.

Publié le 15 April 2022

Today, exports of goods and services represent between 25 and 30% of the world’s GDP. When a company decides to expand internationally, 2 strategies, which can be complementary, are available: to establish itself locally in the target countries through a subsidiary and/or to market its offer via a network of local distributors, then led by […]

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Has “Blended-Learning” touched the gist ?

Publié le 30 March 2022

In behavioral training such as sales and management training, “blended learning” has already become an accepted idea, a convention, not to say sometimes “a pie in the sky”. Sequencing learning, learning in bite-sized chunks, alternating distance and face-to-face, individual and group, tutored and untutored. At the beginning of the pandemic, many still thought that nothing […]

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Content marketing and its place in your company growth strategy

Publié le 03 March 2022

Content marketing, another craze? Content is King. As a business owner or C level executive concerned with the performance of a company, you understand that marketing, especially online marketing is crucial in one enterprise commercial performance. We can all agree on that but anyone involved a tiny little bit with getting the company better known […]

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Can Anyone sell?

Publié le 12 February 2022

When it comes to sales, most people would have an “opinion” about the profession and its main actors, the sales people. Sales can have such a bad rep!! So to start with, let’s refine our topic.

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Why it’s crucial to rethink your sales reps’ annual reviews (part 2)

Publié le 27 January 2022

So what’s the process? We’ll start with the creation of a skills matrix, a key component for establishing a detailed, effective skills assessment, which enables you to define your development plans and guide each sales rep. Many management books divide sales performance into four cornerstones, three of which are different sets of skills: technical skills […]

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