by Marion Chervy | 21 April 2026 | Featured article, Commercial, Business
Share this page:Prospecting, negotiating, building loyalty, managing performance... Today's sales profession covers a wide range of roles. At a time when purchasing cycles are becoming increasingly complex and digital tools are transforming practices, the...
by Jean-Marie QUIL | 5 March 2026 | Featured article, Commercial, Business
Share this page:Selling means speaking the right language: your customer's language. The Process Com® or Process Communication Model® (PCM) helps you to decode communication profiles, adapt your speech and convince better. This model, used by NASA...
by Bénédicte SERRADEIL | 7 October 2025 | Featured article, Commercial, Business, CSR
Share this page:Long confined to the spheres of production, purchasing and HR, corporate social responsibility (CSR) is now being extended to sales teams. Sober energy use, CSR criteria in calls for tenders - in particular...
by Yohan BOILLEAUT | 9 September 2025 | Featured article, Commercial, Business
Share this page:Prospecting is not (yet) selling. Prospecting is about getting an appointment. Nothing more, nothing less. But in a world saturated with offers and messages, the rules of the game when it comes to prospecting have changed. So, have you adapted your methods to the new...
by Véronique PERIER | 20 August 2025 | Featured article, Commercial, Business
Share this page:To capture your customer's attention and convince them, it's essential to perfect and adapt your sales pitch to your customer's profile. To make the transition from a product approach to a customer approach, you first need to develop a...
by Jean-Claude SATTONNAY | 24 June 2025 | Featured article, Commercial, Business
Share this page:The art of negotiation is fundamental to the sales profession, and requires subtlety and mastery. But how do you structure your approach? Jean-Claude Sattonnay, expert trainer and consultant in sales organisation,...
by Philippe BASCHOUX | 3 December 2024 | Featured article, Commercial, Business
Share this page:Selling to key accounts means understanding their specific characteristics. A key account is not necessarily an account with which you generate a large amount of sales. It is the structure of the account that determines whether or not it falls into this category. So...
by Loïc JEUNOT | March 9, 2023 | Commercial, Business
Share this page:Customer objections have always been part of salespeople's daily lives, and this is even truer today. Whether you are a beginner or an experienced salesperson, or the manager of a sales team, it is essential to have the right tools to...
by Isabelle SOUBRÉ | July 5, 2022 | Commercial, Business
Share this page:How do you deal with a difficult customer? Sales is first and foremost a job involving human contact. There are certain practices that make sales relationships easier. Do you know what they are? The sales profession is full of...
