B2B community

Quando guardo indietro alla mia storia nel mondo delle vendite, non posso fare a meno di riflettere su quanto sia cambiato il nostro lavoro. Ricordo ancora, come fosse ieri, quando iniziai a fare le mie prime telefonate. All'epoca, il mio strumento principale era un voluminoso elenco di Pagine Gialle, un vero e proprio tomo che occupava un posto fisso sulla mia scrivania. Ogni giorno sfogliavo quelle pagine, cercando aziende che potessero avere bisogno dei prodotti o dei servizi che stavo vendendo. 1. Le Pagine Gialle e il Contatto Diretto Le Pagine Gialle erano la nostra "bibbia" del lavoro. Non c'era altra fonte d'informazione su cui contare, nessun Google, nessun database online che potesse fornire dettagli sui potenziali clienti. Dovevi cercare manualmente, annotare nomi e numeri su un blocco di appunti, e poi iniziava la fase più delicata: la chiamata. Chiamare qualcuno significava entrare in punta di piedi nella loro giornata lavorativa, spesso senza preavvi...

The role of the Channel Manager is crucial to the success of a B2B company, as it acts as a link between the company itself and the partners it works with. However, managing this relationship effectively is not easy and requires a combination of technical, relational, and strategic skills. Throughout my career, I have observed several mistakes that, if not avoided, can compromise not only relationships with partners, but also the reputation of the company and, ultimately, economic results. In this article, I'm going to explore in detail some of the most common mistakes and horrors I've seen made by the Channel Managers I've encountered in my life, offering tips on how to avoid them. 1. Take the Parts of the Partner and Speak of the Colleagues One of the most serious mistakes a Channel Manager can make is to openly side with his partner, especially when it comes to communicating negative news or making a difficult decision. In such situations, some Channel Managers, to avoid...

When I first found myself working side by side with colleagues who could have been my children, I felt a mixture of curiosity and apprehension. How could we have cooperated effectively with so many apparent differences between us? What I didn't know then was that I was about to embark on a journey of discovery and growth that would transform not only my approach to work, but also my view of the professional world in general. The Generation Gap: An Initial Challenge I watch my young colleagues jump from app to app on their smartphones, not making phone calls to friends and colleagues but communicating across an infinite variety of social platforms. Their language is littered with acronyms and technical terms that made me feel like an alien in a foreign land despite the fact that I am a daily user of innovative technology and services. But it's not just technological differences that create a gap. Their approach to the work itself is radically different from mine: Flexibility vs ...

Nel settore IT, dove ho accumulato anni di esperienza, la comunicazione è un elemento essenziale per il successo. Anche il prodotto o servizio più innovativo rischia di passare inosservato senza una strategia di comunicazione adeguata. Il dizionario nel mondo IT è spesso caratterizzato da concetti tecnici complessi, e la capacità di tradurre questi concetti in un linguaggio chiaro e comprensibile per i clienti è fondamentale. Qui entra in gioco l'importanza di un'agenzia di relazioni pubbliche (PR).  Gli specialisti PR hanno le competenze per sviluppare e implementare una strategia comunicativa che evidenzi i tuoi punti di forza, garantendo un posizionamento efficace presso i media e gli influencer del settore.  Grazie alla loro rete di contatti e alla profonda conoscenza del mercato, possono offrire una copertura mediatica mirata, amplificando la visibilità del brand e generando fiducia nel pubblico di riferimento. Cosa Aspettarsi da un'Agenzia PR? Un partner PR efficace n...

Preparation is key in the business world, especially when it comes to meeting new potential clients. However, it's easy to underestimate its importance and fall into the trap of superficiality. I want to share with you a personal experience that radically changed my approach to business meetings and taught me a lesson I still carry with me today. The Meeting That Changed Everything A few years ago, I found myself face-to-face with an entrepreneur who could have become an important client for my company. He was a cordial man but also very direct and frank in his manner. After the customary introductions, he asked me a question that caught me completely off guard: "Tell me what you understand about what we do, what we offer to our customers in detail, and what challenges your products/services would solve for my company." The Stumble and the Lesson Learned At that moment, I realized I had made a glaring mistake. Despite every good salesperson's manual teaching the impor...

Partners are an important part of a company's sales and distribution network, and they often play a critical role in driving revenue growth and expanding the reach of products and services. However, for partners to be effective in their roles, they need to have the knowledge and skills to sell, support, and promote products to their customers. This is where training comes in. By providing partners with training and education, vendors can help ensure that partners have the skills and knowledge they need to be successful. Training can cover a range of topics, such as product features and benefits, sales techniques, technical support, and customer service. With the right training, partners can be more effective in selling and supporting products, leading to increased revenue and customer satisfaction. Despite the benefits of training, partners may still be hesitant to participate in training programs. For example, partners may feel that training is too time-consuming or may not be dir...