Looking for prospects: profiling to understand their value and potential
How to do new business in a "scientific" way.
How to handle requests for a discount in an ethical and effective way
How to handle requests for a discount in an ethical and effective way.
Mission Impossible: calculating the market share when there are no data
by Alberto Aleo Have you ever been called into your boss’ office without any warning as you prepare to leave in the evening and been assigned, with an apparently guileless air, an impossible mission? When you try to raise any…
How to e-mail effectively by using your common sense
We learn how to structure effective emails by breaking them down into their component parts and analyzing each one. Some practical tips when writing emails and understanding when, on the other hand, it is better to use other media. Read more…
Sales forecasts: rear-view mirror or a lens pointed forwards?
Here's how to make reliable and rational sales forecasts.
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…
Ethical stories: Marcello Ceccaroni, the Che Guevara of surgery
by Alice Alessandri Marcello Ceccaroni is 45 years old and, young though he is, has risen to the role of Consultant in the Department of Gynecology at the Sacro Cuore Don Calabria Hospital in Negrar (Verona) thanks to his determination, dedication and…