Insights

Fresh out of the blog.

INSIGHTS

The myth of easy prospecting.

Long before the widespread popularization of Internet, France had developed an online messaging technology called Minitel, now abandoned. Minitel notably developed through dating sites with seductive advertisements. In 2012, the year of its definitive closure, the most famous Minitel server (36 15 ULLA) still had 75,000 connections per month. This many people, mostly male, who…

Honey, we need to talk…

When our CEO recruited you as Head of Marketing, I was very enthusiastic. Finally, my sales teams would benefit from a real support, along with a battle plan to generate leads, keep the pipeline flowing, and market our offers. We were asked to work together “as a couple”. As time went by, things got complicated.…

No, your clients don’t know how to buy…

Most B2B sales representatives are convinced that they increase their chances of success by fulfilling the client’s requests: requests for information, requests for workshops, requests for demos, etc. That belief is based on the idea that the client, or prospective client, is fully au fait with its procurement process and the service provider has to…