Sales and distribution
Succeeding at the digital transformation of sales
Distance selling is expanding to all domains, both in B2C and B2B markets. How can you revise your marketing and sales processes to meet this evolution?
The art of the pitch
The ability to sell your ideas and projects is a key success factor. But how can you capture the attention of your audience? Beyond the mastery of argumentation, discover the fundamentals of effective pitches.
Managing change in the sales forces
Reorganizing sales teams is a sensitive issue, and a particularly difficult task. How to conduct change by managing the risks specific to this context?
Selling solutions
Selling customized solutions rather than finished products--how to modify the behavior of the sales force to adapt to a service strategy?
Selling products and services by subscription
Given the difficulty to foster loyalty among customers, and in a bumpy economic situation, subscription offerings are popular. Yet, adopting this economic model requires deep transformation. How can you successfully manage this transition?
Support customer orientation in the field
The least qualified employees are often the ones in direct contact with customers—with a major impact on the perceived quality of service. How can you develop customer satisfaction through the engagement of your front-line employees?
The future of marketing
The Internet has dramatically changed the way consumers make buying decisions. In the age of the web consumer, what are the new influence drivers marketing can use?
What type of buyers are your customers?
Different types of customers have very different attitudes when they make purchases. How to optimize your marketing to integrate the mindset of customers about buying your products or services?
The age of influencer marketing
As they face the erosion of the advertisement discourse, some brands call upon influencers to capture the attention and the sympathy of web surfers. How can you put in place an efficient influencer marketing strategy?
