Customer objections: how to handle them properly (and ethically).
Customer objections are probably the single toughest part of a negotiation, but they are also the richest in opportunity.
The Perfect Sales Playbook: Myth or Reality?
Does it make sense to design a Sales Enablement Manual or Sales Playbook and enforce its use among your sales force?
Passing the Baton of Value: The Distribution System and Customer Satisfaction.
In a context of larger and larger globalized markets that require strong and widespread local presence, distribution systems – whether they are dealer networks, authorized resellers, representative warehouses, branches, or similar structures, play a fundamental role in the success of any business.
Strategies for networking: Let’s examine our reciprocity style.
Discover how reciprocity transforms networking: givers, matchers, and takers — and why helping others builds strong, growing social networks.
Discover your core values and your value.
One of these is our Christmas tradition of sending a notebook (or diary, if you prefer) to those who have taken part in a Passodue training program. This notebook is designed to help you face the new year with a constructive mindset. The 2024/25 edition is dedicated to discovering your core values and understanding your own value.
In the following article, we wanted to include further reflections on this topic, sharing our insights and advice with those who haven’t received the notebook. Values have the magical power to guide us toward choices in line with our true essence, directing us during hard times and through the various challenges we all end up facing.
Do you have a knack for business? How to discover and develop it.
Having explored the roles of salespeople and leaders in our previous articles, we’ve decided to broaden our perspective and ask ourselves a new question: “Are entrepreneurs born or made?”. To answer this, we need to analyse what is usually defined as a “knack for business” because there is no doubt that an entrepreneur must have one!
Why the Pareto principle, aka the 80/20 rule, is so important in marketing
Anyone who is in marketing has heard of the Pareto principle, better known as the 80/20 rule, at least once. In the late 1800s, following empirical observations supported by statistical evidence, the Italian economist and sociologist asserted that 80% of overall results come from 20% of all causes. In time, this principle has found several applications in various fields, especially in economics. We believe that the 80/20 rule is particularly useful in marketing as it helps us identify real growth strategies and is a valuable tool to guide our actions. How can such a simple and outdated rule still be so effective and relevant? Let’s find out together.
Multi-stakeholder negotiation: when the salesperson has to multitask
When a bride-to-be goes through the “ritual” of choosing her wedding dress, her mother, mother-in-law, the bride’s best friend, the father (who is usually expected to pay for the dress) and other guests such as her grandmother, a wise aunt and so on are usually all present. How will our salesperson have to behave to convince the entire “purchasing team”?
Working on yourself as a means to professional success
In this article, we will try to better “understand” what working on yourself means and how it is linked to what happens externally, i.e., to the “success” that we achieve in our profession.
Price strategies in a changing market
What price should we set in a market we don’t know? Let’s try to get our bearings through this article.