Serial Lead Days:- In some areas, making a good appointment over the phone means 50% of the sale. However, given the repetitive nature of the exercise, low-skilled prospect files and the monumental failure rate of calls, it is not uncommon to see salespeople discouraged by teleprospection. The day’s prospect or “Lead Days” represent a partial […]

Establishing Business challenges and achievable business goals is a key motivating factor for your sales force. However, it can also be a real headache for managers! How to fix them? Should we evolve them? How to talk with his team? Objective management – theorized by US consultant and author Peter Drucker – provides some answers […]

How to Win Back Lost Customers? In a B2B environment, it is estimated that companies lose on average 15 to 20% of their customer base each year. Much effort is now being devoted to transforming new incoming leads. However, setting up a strategy to win back the most profitable lost customers is also a decisive […]

Smart Data of Customers: How to control the flow of information generated by Big Data in order to make it a real strategic asset for the commercial function? Digital transformation makes it possible to increase daily the volume of data that a company is able to collect. Is this, however, synonymous with efficiency in terms […]

Have you heard about Social Selling and want to strengthen the social media impact in your sales cycle? Good idea: this practice is more and more shared among the sales people and the figures are there to prove its effectiveness. According to Sales for Life study, “84% of B2B decision-makers involve social networks in their […]