In praise of Christmas
by Alice Alessandri e Alberto Aleo It will be Christmas in a few days. Is this good or bad news? It depends on your point of view. For some people this is the most beautiful time of the year, while for…
When the customer makes the difference: ethical buying
by Alice Alessandri and Alberto Aleo We often talk about ethical buying to refer to choosing items that are sustainable and produced without harming the environment and communities. Actually, a customer’s choices can influence the market not only in terms…
Is the negotiating effectiveness of an ethical salesperson greater than that of a non-ethical one?
Let’s analyze which sales techniques are more effective, traditional or ethical ones.
Managing complaints or “Give me a reason to remain with you!”
by Alice Alessandri Dealing with happy and satisfied customers, those people who make your days enjoyable and your job rewarding, is definitely fulfilling and motivating. However, the difference between a professional and an amateur, lies in their ability to handle…
Leadership in “Peacetime”: a talk with Prof. Leigh Hafrey of the MIT
Prof. Leigh Hafrey, professor of leadership at MIT in Boston, gives us his valuable advice on the following topic
“Giving voice to what you believe in”: Interview with Mary Gentile, PhD.
by Alice Alessandri e Alberto Aleo We arrived in Newburyport near Boston on a late spring day to interview our friend and mentor Mary Gentile. It is always a joy to meet up with her as we are bound to…
Seas of knowledge and mountains of innovation
by Alice Alessandri e Alberto Aleo Whether you are planning a holiday at the sea or a trip to the mountains, our suggestion is to use the holiday period to bring your knowledge up to date – to learn, to make…
Nightmare salespeople: mistakes when handling after-sales
by Alice Alessandri e Alberto Aleo Despite a series of errors, misunderstandings and upsets our nightmare salespeople has managed to pull off a sale, but the relationship with the customer does not end there. To reach the centre of the circle…
Business re-evolution: interview with Niccolò Branca
by Alice Alessandri and Alberto Aleo Fernet-Branca is a household name in Italy, and widely appreciated abroad, but maybe not everyone knows that the Fratelli Branca Distillerie is one of Italy’s oldest family businesses. Present on the market since 1845, with…
Nightmare salespeople: mistakes when closing the deal
by Alice Alessandri, Alberto Aleo What could be worse that seeing all your efforts wasted just as you are about to close the deal? Just like a marathon runner stumbling in the last metre of the race or a chef…