Resources

In the world of B2B consultative selling, pricing discussions tend to emerge sooner or later. Sometimes, after a solid, well-structured...

A few years ago, during a meeting with the CEO of a cybersecurity company —a client of ours at the...

For some time now, generative artificial intelligence has stopped being a technical curiosity and become an everyday tool.

Corporate culture, also known as organizational culture, is a central concept in modern management. Even if we’re not always aware...

Even when they see value, many clients don’t decide. Breaking the status quo, showing the cost of doing nothing, and...

Whenever I speak with an account executive about the value proposition, I hear the same thing: most believe it's just...