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.
How to draft your company’s sales forecast in 10 steps.
November is one of those months when businesses and professionals start getting ready for the upcoming year. Among the most important tasks is undoubtedly the definition of sales objectives, better known as the sales forecast.
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 How can such a simple and outdated rule still be so effective and relevant?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”?
How to measure ethics in sales through the sales force rewarding system
Companies, and sales managers in particular, commonly believe that ethics is simply a burden that hinders the achievement of results. Let’s try to understand if this is really the case and what entrepreneurs and managers can do to help their collaborators achieve better results while playing fair.
An enquiry on the value of the customer
Customer targeting is one of the most strategic activities that can help you define objectives, plan and schedule activities, manage time effectively and, overall, achieve results. Let’s now discuss how to understand the nuances of customer value.
Tactics and Strategy: returning to work with a new attitude
Strategy and tactics are not two opposing concepts, they must complement each other and be used with discernment, being careful to choose when to rely on one or the other to achieve maximum benefit. In the next few lines we will discover how to make them work in sinergy.
Internationalization-related stress: tips for selling abroad
As a result of the crisis amongst companies, the desire for internationalization has increased. There are some precautions you should consider when approaching a foreign market.
My best enemy: how to best manage the relationship with competitors
One of the most complex aspects of market strategy is managing competitive relationships. Is it possible to collaborate instead of competing?
“No one like you”: be different to be successful
The main aim for any business or professional is – or should be – finding out what makes them different from all other competitors. Why is that? Let’s try and examine it together…