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Our Blog
Our blog narrates what stimulates our imagination:
we believe that what inspires us is indeed
at the basis of our way of working
Our Blog
Our blog narrates what stimulates our imagination:
we believe that what inspires us is indeed
at the basis of our way of working
B2B sales: how to communicate your own vision
Everyone dealing with B2B sales, whether it be marketers, business developers, or sales managers, has a crucial point for a successful strategy in how they communicate their own vision. Identify your own vision in B2B sales B2B sales are characterized by...
Sales Consultant or Active Customer Acquisition Company?
This post will highlight the differences between a sales consultant and a company with active customer acquisition for its clients as its core business. Indeed, a company that intends to expand its business has to choose between the two carefully: it is a fundamental...
The power of questions in a sales negotiation
A sales negotiation comprises different elements, such as direct and indirect communication, non-verbal communication, figures, objectives, relationships, the balance of power, and timing. It is a heterogeneous mix of experience and competence that involves all the...
Touchpoints of a B2B customer journey
The path to purchase in the B2B world is a complicated journey, made of touchpoints that describe the beginning of the relationship between two or more companies in a more or less wide time frame. As a matter of fact, some companies need weeks to close a negotiation,...
Search Intent: how to be found by the ones that are looking for you
Search Intent should be a basic concept for digital marketing specialists; however, it might not be the same for sales experts. In this post, we will outline the importance of Search Intent, define a shareable modus operandi, and understand how the sales department...
Data analysis and intuition: how to choose potential customers
The choice of potential customers is the first step of an active customer acquisition strategy. In the following post, we will analyze the role of data analysis and intuition in researching and selecting commercial targets. Operational premise: conquest and...
Client portfolio: how to find new opportunities with ABM strategy
There are many possible ways of looking for new customers to boost the client portfolio. However, the most critical aspect is identifying a method that generates a return on investment in commercial terms. Sales and marketing professionals can indeed rely on many...
Sales funnel: how to generate commercial value
Whoever deals with sales or marketing is familiar with the concept of the sales funnel. It is a visual representation of the four phases that characterize sales negotiation: Potential clients – The first phase of the sales process includes a mapping activity of the...
From strategy to customer acquisition
When you move from strategy to customer acquisition, the first thing to do is define the profitability of a business idea. Indeed, to be profitable, a business idea must face a sequence of questions that stimulate the rational and the emotional approach. Before...
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