Touchpoints of a B2B customer journey

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 in order to close a...
Sales funnel: how to generate commercial value

Sales funnel: how to generate commercial value

Whoever deals with sales or marketing is familiar with the concept of sales funnel. It is a visual representation of the four phases that characterize sales negotiation: Potential clients – The first phase of the sales negotiation includes a mapping activity of the...
From strategy to customer acquisition

From strategy to customer acquisition

When you want to move from strategy to customer acquisition the first thing to do is defining the profitability of a business idea. Indeed, in order to be profitable a business idea has to face a sequence of questions that stimulate the rational and the emotional...