This blog sets out to be of interest to those people who have to work in environments where complicated decisions are taken: complex sales, international account and project management, journalists, people interested in politics, jobseekers, etc. It’s also, we hope, going to satisfy the curious who’d just like to know a bit more about how their own relationships work, without a particular goal in mind.
Even a million Linkedin contacts is not enough!
Ask yourself these simple questions to identify which contacts really matter..
Right Topic, Right Moment, Right Person
At that time, he had already understood that selling is not about closing techniques and objection handling but about holding “value-adding conversations” with potential clients. The major change since then is that salesman now have to engage these conversations with buyers that are extremely busy. They rather talk as little as possible and act as much as possible.
Should Linkedin be your main networking tool?
Should Linkedin be your main networking tool? Firstly, LinkedIn contains only information that a person is willing to reveal about her/himself. Secondly, there is no indication of the quality of the relationship between two people.
But what about the degree of separation that is shown on LinkedIn?
Perfluence launches Powerscope Essentials, an Updated Account Management tool
Perfluence Launches Powerscope Essentials, an Updated Account Management Tool Now Accessible for All!
5 Bests ways to generate strong impact B2B leads
Here is some actions to help you to develop your business. There is no magic formula. Some actions work very well for some B2B companies and do not work at all for others. The most important is to try and persevere until you find the ideal recipe for YOUR business.
The Myths of the Ultimate Decider
In sales, myths are created when concepts and models are used out of the context they were originally designed for. The concept of the Ultimate Decider is an example of this.
The Sales Data Hub
Underlying trends
The trends that have had an effect on the way we deploy and use IT can be grouped into three subsets.
Are you selling i2i or o2o?
While the terms B2C and B2B are familiar to you, you might wonder what i2i and o2o stand for.
Job Crafting
Job crafting refers to the way that each individual shapes the job that he / she does in order to satisfy their own needs and desires. This can be independently of the organization’s needs.
There are three main areas that job crafting affects :
From the KAM to the KEM: New management of Key Accounts
Business in B2B has long exceeded the limits of a single account, but until now there was no methodological approach to manage the extended ecosystem, nor a method to manage influence, which nevertheless makes the difference. between the first and the second on important matters.