AI in B2B sales: assess the reasoning, not just the result
When AI lets anyone produce a flawless sales proposal, the deliverable alone no longer makes the difference. Inspired by a reflection from the world of education, this piece invites sales leaders to look at what really matters: the salesperson’s reasoning.
The Pairing KPI in Industrial Distribution: Your Most Powerful Commercial Metric
What if your biggest growth opportunity isn’t a new client, but one you already have? The Pairing KPI reveals exactly how much untapped potential is sitting inside your existing client base, and why it might be the most important metric on your commercial dashboard.
When selling is no longer enough: understanding multi-dimensional selling
In recruitment, temporary staffing and real estate, a salesperson is not selling to a single buyer. They are orchestrating the trust of multiple parties simultaneously. That is the challenge of multi-dimensional selling — and it is a discipline in its own right.
Real Customer Centricity: Do You Truly Know Your Clients’ Choux Pastry?
Most companies believe they know their clients — but knowing data is not the same as understanding a world. This article explores what genuine customer centricity looks like in B2B, and why the best commercial relationships are built on depth of understanding, not product advantages.
Value-Based Selling: Stop selling what you do. Start selling what it changes.
Value-based selling is not about presenting more benefits. It is about helping clients understand, quantify and defend the impact your solution can create.
AI for Sales: the real question is not what AI can do for us
AI for Sales is not about selling with a machine, but about thinking better with a machine. An article on how AI can help sales teams become more relevant, better prepared and more impactful.
Episode 5 of “Valorize Solutions Insights” is now available!
Baudouin Corlùy, Commercial Director at LCL Data Centers, shares his top strategies for improving sales on our latest podcast episode.
Our website now available in French and Dutch!
We’re excited to announce that our website is now available in three languages: English, French, and Dutch.
Tip #4 – Time for Mid-Year Review
We’ve reached the midpoint of 2024… time to check if your goals are on track. If not, now is the just perfect moment to act.
Tip #3 – Build lasting relationships
After exploring the importance of active listening and good preparation, let’s now focus on strengthening relationships.