Insights

Numerous companies have started integrating AI into their operations, also within the sales process — and that’s my particular focus here. I mean the typical medium- to long-term sales cycles common in B2B enterprises: from Business Development and Bidding through to Contracting and Delivery, a growing number of tools now promise to assist that process

Strategic Selling is typically characterized by long sales cycles, multiple stakeholders and complex decision dynamics. With AI getting more and more into the spotlights of business transformation, we may ask ourselves how AI will transform the practice of Strategic Selling. Will AI be just another tool for the sales professional or will it fundamentally change

In the rapidly evolving landscape of financial services, the Netherlands is on the eve of a transformation in which artificial intelligence (AI) plays a central role. Financial institutions are facing complex challenges that require innovative solutions. AI consulting is evolving from a support service to a strategic necessity, with the integration of advanced technologies fundamentally

Is there a link between an entrepreneur’s personality and the performance of their company? A recent study published in Nature Scientific Reports analysed data from over 21,000 startups and found compelling evidence that certain personality traits among entrepreneurs correlate with higher chances of success.​ Key findings include: These insights underscore the importance of understanding team dynamics and

When it comes to personal effectiveness, it is actually always about behaviour. Over the years, your preferred behaviour is formed. This can be changed through awareness and practice.

As the world is going through major transitions, technologies come and go. This has a big impact because (1) it often involves large investments and (2) market success depends heavily on the right technology choices. Modularity provides the best options for flexibility, including a different approach to contracting. A customer perspective.

While it’s typically wise to adhere to the buyer’s established rules, there are valid reasons to attempt altering them. Even if this poses a risk of being excluded from the buying process. See how to deal with this.

Should you invest in RFPs you didn’t see coming? Learn about the importance of Deal Qualification and how to deal with unexpected requests that you’re tempted to answer.