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 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 Bettina DESCOURS | 22 April 2025 | Featured article, Commercial, Business
Share this page:Engineers are becoming increasingly popular for sales jobs. They are even overtaking their counterparts from the commercial sciences when recruiting for international negotiation positions....
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 Alain Wolgensinger | July 18, 2024 | Featured article, Commercial, Business, SMEs, Sectors
Share this page:SMEs often wonder how to maximise their chances of success when responding to private sector tenders. What strategies work? Alain Wolgensinger, a specialist in...
