How often should I visit my current and potential clients?

Undoubtedly, this is one of the key questions when planning commercial activities which implications will help defining the size of the sales force. To properly estimate the optimal number of visits for the different types of clients during the year, we must take these 5 factors into account: The size of the account, meaning the […]

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Key questions during a commercial visit

When going on a commercial visit, you have two main ways to gather client information. On one hand, there is the information collected prior to the visit such as an analysis of the market, products and potential needs. On the other hand, there is the information gathered from the conversation with the client during the […]

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Marketplaces: opportunity or challenge?

When it comes to addressing your sales strategy in digital environments, many retailers ask themselves the big question: should we sell or not marketplace? They do not know if it is positive for the business to sell through virtual platforms, like Amazon, serving as a meeting point between buyers and sellers. The decision cannot be […]

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