Clik here to view.
El lujo sí vende…
Como ya sabéis, en este Blog no nos gusta hablar tanto de la crisis sino de los ejemplos que podemos extraer de compañías o sectores que están haciendo cosas bien y que están obteniendo buenos...
View ArticleClik here to view.
Sales 2.0: the art & science of accelerating revenue
On April 24th 2012, McKinsey published a book entitled “Sales Growth: Five Proven Strategies from the World’s Sales Leaders.” McKinsey spent two years interviewing senior sales executives inside 100...
View ArticleClik here to view.
TeleKAM brokers, a new breed
Talking with a friend who works in Quantum Telcom, it became fascinating to realize that this business involves aspects of stock-broking, speculation in future markets like rice or petrol and also pure...
View ArticleClik here to view.
Entrepreneurship in Healthcare (Part I) – Managing innovation: from...
This post is extracted from a recent presentation which I made to scientists at CNIO (Spanish National Center for Investigation in Cancer), during a forum dedicated to entrepreneurship. I want to...
View ArticleSelling in a 2.0 environment
In 2011, the SEC published a study on buyer behavior, which found that B2B buyers completed 57% of their ‘buying journey’ – researching solutions, ranking options, setting requirements, benchmarking...
View ArticleClik here to view.
La Venta Social – más allá de la venta tradicional
Hace unos meses escribí en este blog el post “Sirven los medios sociales para vender” donde se analizaban algunos datos sobre comportamientos de compra de los usuarios. Esta vez, el post está enfocado...
View ArticleClik here to view.
The changing world of sales management From Vendor to Business Partner
Dale Breckenridge Carnegie (1888 – 1955) is considered to have set-up the basis of selling skills: be friendly, win people over to your way of thinking and be a leader who persuades people. His first...
View ArticleClik here to view.
DIGITAL IS TRANSFORMING PHARMA SALES
The easy availability of online information has transformed relationships between customers and suppliers. This easy availability has empowered customers. Other dynamic changes have been seen through...
View ArticleClik here to view.
TO BUNDLE OR NOT TO BUNDLE!
The other day I decided to change my private health insurance. I called my bank to ask what insurance packages they offer, as I also have my home insurance with them. They offered a special promotion...
View ArticleClik here to view.
THE CHANGING DYNAMIC OF SALES MODEL
According to a survey published by Fournaise Marketing Group, 74% of CEOs believe that ROI should be THE only criteria for monitoring and judging Sales performance. This clearly impacts the Sales...
View Article
