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Sales performance is not (only) the sales representatives’ performance

It is not uncommon to hear that sales performance relies on the quality of recruitment and training. It is true that some sales representatives have “it” in their blood and that, regardless of the context, they sell more than others. But…

Using satisfaction surveys to sell more in B2B

Very often within companies, satisfaction surveys are completely disconnected from the customer relationship and the sale. Thus, regardless of a customer’s answers, the latter will very rarely see an impact for him. Hence a certain “loss…

How to help your sales representatives secure their sales?

If several closing techniques exist, the reality is that a closed sale in B2B is often the result of successive commercial steps carried out way before the signature - for example, in a classical way: qualifying and listening to the challenges…