The B2B market has evolved rapidly and has strongly differentiated itself from the B2C market.

Churn is like gravitation; it inevitably pulls revenues down. Hybrid by nature - it depends as much on internal factors within the company..

This second part of the article deals with the last two essential questions of the following series: What is the best team structure?...

Today, companies must adapt the management of their Sales Development Representatives in B2B markets.

The digital transformation and recent sanitary crisis has strongly affected the sales function of B2B companies. The stakes are multiple and

Multi-channel distribution is gradually becoming the norm, not the exception. The sales representative has new responsibilities

Client facing time and sales performance metrics, 2 areas that should be at the top of the leaders' agenda

If entering foreign markets can be a significant growth accelerator, it also produces long lasting benefits that goes far beyond the sole...

Benefits or features, what’s the difference? What determines value? How to prioritize value over feature during the first meeting?