Olivier HEMMER

Getting prospects to engage with your content and programs is only half the battle for B2B marketers. In a world where we’re being measured on things like opportunities created and marketing-influenced revenue, wasting time on…

As B2B marketers and sellers, we often rely on the same, boring strategies and tactics to reach buyers and drive revenue. The lead acceptance ratio is very weak between marketing activities and sales team. With…

There is no doubt about it, questions persuade more powerfully than any other form of verbal behavior. This is not just in selling. Studies of negotiations, management interactions, performance interviews, and group discussions … have…

Building trust can be difficult when you’re trying to sell someone a product or a service. We’ve been conditioned to have a bad reaction to a “salesperson” – they’ve been made out to be slimy…