by Marcello Cazzaniga | May 8, 2020
For days, we have been intercepting signals of change in the B2B industry. In fact, at this stage it will be decisive for the future to understand what is really happening in order not to be caught unprepared. In fact, should the situation continue for a few more...
by Marcello Cazzaniga | Feb 21, 2020
The businesses able to make important choices are always the ones that change the market: companies able to choose the path of internationalization, to choose a new way for the evolution or commercialization of their products. As a matter of fact, a company willing to...
by Marcello Cazzaniga | Dec 6, 2019
In this post we are going to highlight the differences between a sales consultant and a company that has as its core business the active customer acquisition for its clients. Indeed, a company that intends to expand its business has to carefully choose between the...
by Marcello Cazzaniga | Oct 10, 2019
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 in order to close a...
by Marcello Cazzaniga | Sep 25, 2019
Search Intent should be a basic concept for digital marketing specialists: however, for sales experts it might not be the same. In this post we are going to outline the importance of Search Intent, to define a shareable modus operandi and to understand how sales...
by Marcello Cazzaniga | Sep 19, 2019
The choice of potential customers is the first step of an active customer acquisition strategy. In the following post we are going to analyze the role of data analysis and intuition in the process of research and selection of commercial targets. Operational...
