What can we learn from the 2021 US Open’s historic edition? 21 sep. 2021
AIR, Amazon Prime’s latest blockbuster: a story of “Key Account Management” to the tune of a few billion $ 25 may. 2023
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 […]
Decarbonization has become a major challenge for companies to reduce their carbon footprint and contribute to the fight against climate change. In France, Article 173 of the Energy Transition Law for Green Growth (published in the Official Journal on August 18, 2015) requires companies meeting certain characteristics to include in their annual management report the […]
Skills and knowledge required to manage customer value and relationships It’s usual to find in companies and salespeople a marked confusion between large accounts and key accounts, in the same way that companies believe that “Every salesperson who sells a lot has the skills to be a KAM”. Let me tell you that this is […]
Having trouble refusing a project, despite doubts about its viability and a sputtering start? Many procurement processes require sellers to expend a lot of energy, but are also arduous for buyers, resulting in multiple meetings, longer response times and reduced quality, which can cause the top potential suppliers to back out to avoid wasting their […]
As the business world continues to shift towards digital channels, B2B sales must adapt to keep up with changing customer needs and preferences. In this thought-provoking article from McKinsey & Company, experts explore the challenges facing B2B sales in the digital age and provide a roadmap for success. Through the “Big Reframe” approach, businesses can […]
If we decided to start this article with the mythical song Je t’aime moi non plus by the duo Gainsbourg/Birkin, it is not to praise the French variety (if a little bit) but it is especially to show that it is not always useful in negotiation to always try to say yes and/or to want […]
Having the best sales people is not enough! The role of the sales manager has always been a key element of success. Unfortunately, we often see companies where the sales manager plays the role of savior or fireman, or worse, spends most of his time in internal meetings and reporting. In the context of the […]
Remote sales training: how effective and real is it? For a long time, sales training has been deployed in a very simple “face-to-face” model. Either in “conference” formats, with groups ranging from 20 to hundreds of people, lasting between 1 hour and 3 hours on average; or in more “practical” formats, with situational exercises and […]
Yes the turnover, but not only that! We tend to associate a salesperson’s effectiveness with the amount of business he or she generates, the volume of sales he or she makes. But is this really the right way to evaluate his performance? Progress, sales profitability, the number of customers and new customers, the market share […]
“Recruiting the right person for the right job is good; keeping them is better.” What’s behind this common sense? First, a matter of cost: recruitment is expensive. A successful recruitment that results in a separation within the first year is even more expensive! The replacement of a failed hire represents between 30% and 400% of […]
Efficiency is defined as the ability to produce maximum results with minimum effort or expense. In sales, effort generally refers to the time spent to obtain the desired result. The efficient salesperson is therefore the one who is in front of the right customer, with the right intervention, done in the right way and in […]
