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When we come in contact with a company, especially SMEs, the common thing that we encounter are their sales challenges. We can solve those with a systematic approach. Too often, the CEOs hire a new Sales Manager and put our sales improvement project on hold. Either because they expect the new manager to solve the chall...

May 15, 2018

The world of Sales & Marketing is shifting more and more to the marketing side. It has been like that for a while now in most B2C industries, where direct selling has not been nearly as efficient as marketing. Now we are witnessing the same phenomenon in many B2B industries. Companies are increasing investments in con...

April 10, 2018

It's how you sell, not what you sell

In Bob Ruffolo's review of Matt Dixon's and Brent Adamson's The Challenger Sales, we learn about the Challenger Model.

In preparation for this book, the authors researched over 6,000 salespeople and over 90 companies across a wide variety of industries to identify the exact characteri...

March 2, 2018

A week ago we met with our business partner in Vienna.

This is the next step in the evolution of our CRM - PIT 6.0

20Reasons team, thank you for a great working day!

February 24, 2018

LANCom d.o.o.

Miha Jurgec

Managing Director and  Co-owner of LANCom d.o.o.

Situation:  

LANCom is a leading provider of software, IT systems and services, enabling them to not only consult, but also implement solutions and manage commercial and governmental projects in transportation, infrastructure, and other industries....

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Does the Digital World Mean the End for Sales?

May 15, 2018

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March 27, 2018