Complex proposals are quite usual in B2B sales. The deals are bigger, the value of a customized offering (solution) is as high as the...

When we come in contact with a company, especially SMEs, the common thing that we encounter is their sales challenges. We can solve those...

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 indust

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...

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...

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...

Your bottom line is important, so you’ve determined that one way to help manage expenses is to use independent sales reps. However, sales...

A company needs a managed sales network to expand globally. Building or developing it on your own is an expensive and long process. Using...

Globalization is not the same as it used to be. Globalization is not just about decreased trade barriers and increased flow of...

Sales Innovation Expo prides itself for being the largest and most important event for professional sales leaders. With some of the...

Another successful year has come to an end and we have stepped into the new year with great optimism, happiness and a positive outlook...

The Problem It’s bad enough when, after a long, complex and resource-intensive sales campaign, you end up losing to the competition. But...

Running sales performance improvement projects worldwide we are experiencing that sales and marketing are usually two different worlds...

Atol has had another successful and productive business trip with our 🐦PGN partners - this time in Dubai! Dubai - commonly referred to...

We waited with anticipation, like so many millions, for the announcement of one of the greatest discoveries of this century (perhaps any...

Part one here: https://www.atol-bs.com/single-post/2017/12/06/Change-Adapt-and-Overcome-in-the-Face-of-Danger Use your strategy and get...

The market is Darwinian: the strongest ones survive. During prosperous times, companies need to reap the benefits of their labour,...

SELL THE DIFFERENCE: Establishing your Unique Solution Value Most companies, at some stage in their early lives, while they are...

We should do away with the notion that it's basically the luck of the draw of getting good salespeople as opposed to bad salespeople. The...

Sales in a dangerously reactive mode in many organizations. Indeed, research suggests that the seller is the initiator of contact in only...