by Marcello Cazzaniga | May 16, 2022
In the following post, we will define what a heuristic is, what is a conversation and why markets are conversations, what you need to determine to converse with the right person and what are the critical elements of strategic sales to set up when you are in front of a...
by Marcello Cazzaniga | Aug 5, 2021
With the following post, we want to stimulate your mind and make you reflect on the reason that led us to see the song “L’istrione” by Charles Aznavour as the international anthem of a salesperson! Of course, we are joking, but there are many...
by Marcello Cazzaniga | Aug 5, 2021
Have you ever heard of the anchoring effect? You may not know it by this name, but it is a psychological mechanism that will indeed have been triggered in your mind, as in everyone’s mind, numerous times. In today’s post, we will go better understand what...
by Marcello Cazzaniga | Jul 23, 2019
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...
