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The key to successful leadership today is influence, not authority. Kenneth Blanchard

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Sales and distribution

The art of the pitch

The art of the pitch

The ability to sell your ideas and projects is a key success factor. But how can you capture the attention of your audience? Beyond the mastery of argumentation, discover the fundamentals of effective pitches.

Managing change in the sales forces

Managing change in the sales forces

Reorganizing sales teams is a sensitive issue, and a particularly difficult task. How to conduct change by managing the risks specific to this context?

Selling solutions

Selling solutions

Selling customized solutions rather than finished products--how to modify the behavior of the sales force to adapt to a service strategy?

Support customer orientation in the field

Support customer orientation in the field

The least qualified employees are often the ones in direct contact with customers—with a major impact on the perceived quality of service. How can you develop customer satisfaction through the engagement of your front-line employees?

The future of marketing

The future of marketing

The Internet has dramatically changed the way consumers make buying decisions. In the age of the web consumer, what are the new influence drivers marketing can use?

What type of buyers are your customers?

What type of buyers are your customers?

Different types of customers have very different attitudes when they make purchases. How to optimize your marketing to integrate the mindset of customers about buying your products or services?

Placing your brand at the heart of conversations

Many companies try to generate word of mouth to make up for the loss of impact of traditional advertisement. But how can you create word of mouth that will truly benefit your brand?

The new era of analytical marketing

The new era of analytical marketing

The recent technological disruptions have deeply modified the value creation methods in the enterprise. What are the growth opportunities deriving from analytical marketing, and how can you organize to succeed in this transition?

Differentiate yourself in saturated markets

Differentiate yourself in saturated markets

On saturated markets, competitors generally fight on commercial presence and price. Yet, there are other ways for businesses to differentiate themselves. How can you play on services and positioning to gain a competitive edge?

Subconscious roots of purchasing decisions

Subconscious roots of purchasing decisions

We are used to see humans as rational beings. Yet, most human behavior is managed automatically by the brain, without mobilizing reason. Can this be used to reinforce the effectiveness of your marketing efforts?

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