by Marcello Cazzaniga | Nov 10, 2021
How can Game Theory help in sales? In the following post, we will try to answer starting from an absolute concept: business and commercial negotiations are activities that require high strategic, relational, and communication skills. It is a tautology, a statement...
by Marcello Cazzaniga | May 8, 2020
We have been intercepting change signals in the B2B industry for days. In fact, at this stage, it will be decisive for the future to understand what is happening in order not to be caught unprepared. In fact, should the situation continue for a few more months,...
by Marcello Cazzaniga | Jan 8, 2020
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...
by Marcello Cazzaniga | Nov 4, 2019
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...
