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Your HR policy and business strategy
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Today’s buyer, Buyer 2.0, wants services from suppliers ... read more
Companies are finally beginning to realize that recruit ... read more
European start-ups would benefit from looking at their English-speaking counterparts’ approach. Brits and Americans tend to focus on promotion from day one. They make sure their target audience becomes aware of their product while continuing to develop it. Belgian start-ups, on the other hand, for example, will invest every last cent on product development in the hope that the product will then...read more
Scientific research has shown that every buying cycle is a sequence of the same mental processes; almost as certain as a law of nature. Our Buying Clock is an easy way to see the willingness to buy of everyone involved in a potential sale: You can work out where the client is in Buying Clock by asking questions such as: Are 100% sure that the current situation has to change? What can you do with...read more
Does this sound familiar? The customer is interested but the criteria for making decisions keep changing. You sound out prospective customers for information – such as their current way of working and associated challenges – so that you can design your sales pitches accordingly, but they don’t bite. You work with the same contact person throughout the entire sales process, and they are really...read more