Our Drivers
Our Vision
Many BtoB Companies are built on outstanding technology and/or scientic mastery. They are often "wolrd class" when it comes to creating value in their Lab’s, in their « factories » and/or in their supply chain.
Their capabilities to sell (i.e. extract the created value from the market) is often less developed and is creating a glass ceiling they will hit when it gets tougher (i.e. major crisis) or when they increase their ambitions.
Helping these companies catch-up on their ability to sell will unlock huge opportunities for them.
Our Mission
Enable radical BtoB sales performance improvements through sharper Focus, increased Impact and higher people & Team engagement : We make your sales people and your team F.I.T. for BtoB Selling.
Our Values
Create lasting positive impacts – be pragmatic and simplify what looks complex – act with trust & integrity – be transparent & communicate openly – put customer at the center – innovate & disrupt – build on facts & outside-in perspectives – be part of your team, teamwork – co-create
Certified Expert
We are certified "Label Enterprise" for Growth (Diagnostic & Execution) by the Walloon Region.
Significant Regional subsidy can be available for SMB companies headquartered in Wallonia
Boost Your Business
You are a Sales Leader.
This Program will help you sharpen your Focus and increase your Impact.
It can be customized based upon the key challenges your sales organization is facing.
Refer to the following White Paper for guiding you through the most common challenges BtoB Sales Organizations are facing in 2020 and define which ones need addressing.
Rebuild Your Revenues in Crisis Time
A crisis often means immediate and significant drop in revenues.
This is the best time to reflect, investigate the 7 avenues for business reconstruction and focus right.
Every crisis is an opportunity to break-away.
Make « Solutions Selling » work
Most providers have positioned themselves as solutions providers, often to protect their product from commoditization and preserve their margins.
However, the « solution » positioning creates specific customers’ expectations : they will really expect solutions to their problems!
Can You make "Solution Selling" work?
Key Customers at Risk?
In time of major crisis, your customers have to adapt to a fast evolving environment and transform themselves.
How can you support them and thus be part of their solution rather than part of the problem?
Run-the-business : Pragmatic Discipline for Results
BtoB sales management requires a lot of discipline from both salespeople and sales managers. Any major crisis quickly becomes an excuse for less discipline which can trigger a dangerous negative spiral.
Differentiate with Outstanding Sales Experience
The most important driver of customer loyalty in BtoB complex sales motions is about delivering an Outstanding Sales Experience ( > 50% of loyalty) : Customer's loyalty is earned in the field, day after day, whenever your sales people interact with your customers.
Sales Experience has two key components: your ability to conduct value-adding sales meetings with your customers and your ability to make it easy for the customers to do business with you.
Boost your People & Team
You are Leading a Sales/Business Team.
At the end of the day, people and teams will look after your business. Once you have improved their focus and their impact, you might still need to secure their engagement. Are they energized, committed and motivated individuals ? Is teamship delivering value and is the team becoming stronger while going through rough waters?
The program can be customized based upon the key challenges your sales organization is facing.
Refer to the following White Paper for guiding you through the most common challenges BtoB Sales Organizations are facing in 2020 and define which ones need addressing.
Leading through a crisis
The crisis we are going through has brought its own stream of uncertainty, confusion and discomfort.
In these troubled times, your company and your teams will need a "leader" more than a "boss".
Will BtoB salespeople survive?
Are you satisfied with your BtoB salespeople? Many senior managers answer this question with an embarrassed pout ...and this crisis is not going to help.
Building a Dream Team
Every sales team derives satisfaction from winning. The crisis will put your sales team to the test. How can you get it going ...stronger & higher?
