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En B2B, la signature du contrat est couramment vue comme une ligne d’arrivée, un aboutissement.En réalité, c’est souvent le début de la vraie relation, la Fidélisation, le véritable trésor caché.Je l’ai constaté à de nombreuses reprises : les meilleures ventes, celles qui durent et qui créent de la vraie valeur, sont celles où le travail ne s’arrête pas à la signature. C’est l’après-vente qui fera la différence.Pourquoi ?Un client satisfait revient. Et pas seulement : il parle de vous, vous recommande et devient un ambassadeur naturel.La vraie valeur d’un partenariat se construit sur le long terme. Une première vente ouvre souvent la porte à de nouvelles opportunités voire des co-développements.Une relation solide limite les risques de churn. Un client qui sent qu’on s’occupe vraiment de lui hésitera à aller voir ailleurs par crainte de perdre quelque chose de valeur, la confiance.🚀 Concrètement, comment bien gérer l’après-vente ?🔹 Onboarding fluide et impact rapide et conforme aux attentes 🔹Suivi régulier, sans être intrusif : ne soyez pas là seulement quand il faut renouveler un contrat🔹Écoute active et anticipation des besoins, communication transparente🔹Créer une vraie relation humaine avec de l’authenticité et de l’implication💡 Parce qu’au final, dans le monde du B2B, c’est la qualité de la relation qui fait toute la différence.

Your organization may have an outstanding product or service, a skilled sales force and a booming market... yet still struggle to scale.🚧 Deals take too long to close.📉 Forecasting feels like guesswork⏳ Sales teams spend more time on admin than outside with customersThere could be a lack of structure and alignment somewhere...Early in my career, I thought sales success was all about relationships and persuasion. But even the best salespeople can’t thrive without the right foundation to support them.That’s where "Sales Operations" comes in.When done right, Sales Ops isn’t just about managing CRM and reports, it’s about removing friction and unlocking insights by :🔹 Aligning strategy, data and execution for smarter decisions🔹 Improving forecasting accuracy to give leadership confidence🔹 Automating low-value tasks so sales teams can focus on selling🔹 Structuring compensation and territories for maximum performance💡 Sales isn’t just an art, it’s a system. When Sales Operations is done right, it transforms an organization from chasing revenue to engineering growth.

"J’ai vu ton post hier, super intéressant !"J’étais ravi… sauf que je n’avais rien posté.Curieux, je creuse un peu. Et là, la personne me dit :"Un collègue m’a transféré un lien sur WhatsApp."🔥 Ca, c'est le Dark Social. Le bouche-à-oreille digital invisible, un levier clé pour les entreprises.Vos décideurs échangent des ressources via MP ou emails. Invisible dans les canaux traditionnels mais très influent sur les décisions B2B ou B2C.Ce sont toutes ces conversations où votre contenu circule sans que vous ne le sachiez.🔥 Et le pire (ou le meilleur) ? Vous ne pouvez pas le tracker avec Google Analytics, HubSpot ou Meta Ads.Du coup, comment on fait ?📌 Misez sur des contenus faciles à partager : PDF, carrousels, études de cas, liens UTM.📌 Commerciaux : posez toujours LA question : "Comment avez-vous entendu parler de nous ?"📌 Créez des espaces de discussion : groupes WhatsApp, Slack privés, newsletters engageantes.📌 Suivez le Dark Social : il existe des outils pour analyser où et comment votre contenu circule.📌 CMO : Pensez marketing d'influence privé - OUI même pour le B2B !📌 Optimisez pour mobile : c'est là que tout se passe....Parce que le vrai marketing, c’est ce que les autres disent de vous quand vous n’êtes pas là.Besoin d'aide ? 👉 b2b-ascend.com

Let’s be honest : sales is tough and will always be. You can have the best product, the best team and still struggle to hit your numbers. But quite often, the problem isn’t the team, it’s the strategy (or lack of it).I’ve seen so many businesses burn cash and energy because their sales approach isn’t clear. And the worst part ? The cost of a weak strategy isn’t always obvious, but it’s massive :💸 Wasted time on the wrong leads – Reps spend hours chasing prospects who will never buy, instead of focusing on real opportunities.😩 Frustration and turnover – When there’s no clear direction, salespeople feel lost, demotivated and eventually leave. Hiring new sales ? It’s expensive and time-consuming.⏳ Deals that drag on forever – without the right process, sales cycles become unpredictable, slowing down revenue and stressing everyone out.📉 Price cutting instead of value selling – If your strategy isn’t clear, your team has nothing to lean on — so they drop prices just to close deals, hurting margins and positioning.🚨 Remember what happened to Blackberry ? A great company that moved nearly from 18'000 employees / 20 B$ in 2011 to less than 3'000 / 660 M$ today . At its peak, it dominated the business smartphone market. But instead of adapting to changing customer needs and shifting their sales strategy, they relied too much on their existing B2B relationships (and that was a huge mistake). Meanwhile, Apple and others focused on user experience and direct customer engagement, winning over the market. The result ? A once-dominant brand faded into irrelevance (at least in the mobile phone business they gave up in 2022, not in the sw & security business) .The good news ? This can be fixed... at the top.

You name it ! From trade wars to sanctions, resource disputes and shifting alliances, the geopolitical landscape significantly influences all aspects of business operations.Geopolitical dynamics have the power to :👉 Reshape market trends👉 Disrupt supply chains👉 Impact profitability 👉 Redefine global opportunitiesVery quickly...Understanding these forces is not limited to governments or large corporations but is a critical consideration for businesses of all sizes willing to maintain profitability, competitiveness and resilience. (Even if you are not attending WEF 2025 😅)Navigating risks while seizing global opportunities requires a perfect awareness of key geopolitical impacts on business :📌 Economic sanctions📌 Trade policies, tariffs📌 Currency fluctuations📌 Political stability, risks📌 Supply chain disruptions📌 Technological sovereignty📌 Regulations and compliance📌 Globalization and decoupling📌 Energy and resources security📌 Climate agreements and policiesBy anticipating and addressing these factors, organizations can effectively manage risks and leverage international opportunities. So... how businesses can mitigate such risks effectively ?👉 Strengthen local knowledge and relationships👉 Advocate and engage with policymakers👉 Invest in geopolitical intelligence👉 Enhance cybersecurity measures👉 Adopt flexible operating models👉 Leverage political risk insurance👉 Monitor trade policy changes👉 Engage in scenario planning 👉 Foster diversified markets👉 Diversify supply chainsetc.In short, stay informed, adapt strategically and thrive in this ever-evolving geopolitical landscape.

Comment se démarquer de manière efficace mais surtout authentique ?

🚀 2025 : L’année où B2B et IA s’unissent pour gravir de nouveaux sommets ! 🏔️L’année des grands défis et des grandes opportunités.👉 Vos prospects continueront de dire "envoyez-moi un email"Grâce à l’IA, vous saurez exactement quand les relancer, quel message, quel ton utilisé (et avec le bon media pour capter leur attention).🎯👉 Les buzzwords évolueront plus vite que vos CRMAujourd’hui "hypercroissance"Demain "IA générative", les fameux "robots qui bossent 24/7". 🤖

It’s been almost 5 years… The pandemic revealed the strengths and weaknesses of businesses worldwide.👉 Have we truly learned from it or are we back to our old ways?🌐 Supply Chain Resilience The pandemic exposed vulnerabilities : overdependence on specific suppliers/regions, shortages of critical supplies.➡️ Today: geopolitical conflicts, trade restrictions and material shortages.🎯 Solutions: diversification, nearshoring, and leveraging AI to predict risks.🔄 Work-from-HomeRemote work proved its value. But the "return-to-office" debate is still ongoing.✨ Innovation lies in hybrid models, balancing flexibility and collaboration.🔑 Businesses embracing trust and autonomy aren’t just adapting—they’re future-proofing.⚡ Geopolitical TensionsGlobal conflicts, sanctions and shifting trade policies are reshaping economic relationships.🌍 Trend : "friend-shoring" and regional alliances to secure stability.♻️ Interdependence in Essential GoodsThe pandemic highlighted the balance between autonomy and interdependence. Nations and businesses lacking self-sufficiency in areas like healthcare or energy faced major challenges.💡 Trend : Strategic interdependence — forming resilient partnerships while developing critical capabilities locally. 💪 Agility and AdaptabilityThe companies that thrived during the pandemic were those that adapted fast. Whether pivoting business models, accelerating digital transformation or empowering teams to make quick decisions, agility made the difference between success and stagnation.Agility requires fostering a culture of innovation, decentralizing decision-making and investing in tools and skills for the future.Are businesses embedding this mindset deeply enough to withstand the next disruption ?Looking Forward

🌍 Leading Teams in Conflict Zones is one of the most challenging yet rewarding responsibilities. In high-pressure environments, every decision impacts the mission, team safety and well-being.

💡Adopting a CRM is not an easy sell, especially if your team views it as a time-consuming task rather than a valuable tool. So, how can you make sure your sales team embraces the CRM without feeling like it's just another burden to bear ? 🔑 Here are some key strategies to achieve successful adoption :✅ Make It Easy and Relevant 🖥️The key is simplicity. If the CRM doesn’t align with your team’s workflow, they’ll quickly reject it. Choose a tool that’s intuitive and minimizes the time spent entering data. Make sure your team can focus on what matters most — selling.✅ Communicate the Value—Don’t Just Require It 💡Rather than simply enforcing CRM usage, focus on explaining how it benefits them. Sales teams need to understand its impact on their success. When they see the CRM as a tool that directly impacts their performance, they’ll be more inclined to use it consistently.✅ Integrate with Existing Tools 🔄A CRM should enhance your team’s productivity, not disrupt it. Ensure that the CRM integrates smoothly with other tools your team is already using. The fewer obstacles there are, the easier it will be for your salespeople to embrace it.✅ Set Clear Expectations for Data Quality 📊The biggest challenges with CRM adoption is ensuring the data entered is accurate and useful. Set clear guidelines on what is good data. Teach your team the importance of maintaining up-to-date records and explain how accurate data benefits everyone.✅ Provide Ongoing Training and Support 🎓Your sales team will need continuous support and refresher sessions to keep the CRM top of mind and ensure they are using it effectively. Additionally, providing quick access to a support team can make troubleshooting much easier.✅ Incentivize CRM Usage and Best Practices 🏆Gamify CRM usage. Recognition and small incentives for efficient CRM usage can drive healthy competition and reinforce the importance of keeping the system active.✅ Avoid Overengineering 🛠️Organizations often try to maximize the potential of their CRM, developing it to the point where it becomes overly complex. When this happens, users become overwhelmed, and CRM adoption suffers. Keep it streamlined. A CRM should be a tool that makes your sales process more efficient, not a labyrinth to navigate.✅ Foster a Culture of CRM Champions 🙌Encourage leaders within your team to champion the CRM. Sales leaders or early adopters can share their experiences and best practices with the rest of the team. 💡The goal is to ensure your CRM is seen as a tool that simplifies the sales process, provides valuable insights, and ultimately boosts performance. When done right, the CRM doesn’t just become another tool to manage.

💡Soft skills, you said? 💪 How about power skills that drive real impact?

Ever heard about the "Three Disciplines Framework" ? a concept that helps businesses to decide where to focus their efforts to achieve sustained growth and long-term success. Simple, efficient but so crucial for organizations.But how do you decide which of the three disciplines to prioritize ?👌 Operational ExcellenceThis discipline emphasizes efficiency, cost management and streamlined processes. Companies that focus on operational excellence excel in delivering consistent and high-quality products/services at the best possible price. Think of brands like Toyota and McDonald's. If your goal is to dominate the market through efficiency, this is the way to go.🥇 Product LeadershipFor businesses that aim to lead the market through innovation, product leadership is key. This discipline prioritizes cutting-edge technology, disruptive ideas and continuous product improvement. Companies like Apple or Tesla excel here. If your strategy revolves around creating the best or most innovative products, product leadership is your choice.🤝 Customer IntimacyFinally, customer intimacy focuses on building strong relationships with customers, offering personalized experiences, and delivering tailored solutions. This discipline is about understanding customer needs better than anyone else and forming long-lasting partnerships. Brands like Amazon or Four Seasons excel in this area. If your business thrives on deep customer connections, this is your path, and this is where you will probably need the best sales people, we will address this in a futur post. 💡 The key challenge ?While it may seem tempting to try and do all three, the reality is that trying to excel in all disciplines can spread resources thin. Focusing on one allows for deeper expertise and better outcomes. Choosing the right discipline depends on your company’s strengths, market position and long-term strategy.

In B2B business models, the role of a "Channel Manager" or "Alliance Manager" is pivotal for driving long-term growth and fostering collaboration between organizations. Obviously, technical skills and strategy are important but the soft skills truly set exceptional channel managers apart. A common mistake would be to consider this role as a back office support in the organization... well, that's the exact opposite actually. In "unambiguous" B2B, your very first 🥇 clients are your partners.Exceptional you said ? 🔑 Strong Communication SkillsEffective communication is the cornerstone of a successful partnership. Whether negotiating contracts, aligning objectives or resolving issues, the ability to clearly communicate is crucial. Always be there for the good moments but more importantly for the tough times.🤝 Empathy, Empathy, Empathy Understanding your partners' needs, challenges, and goals helps to build trust and rapport. An empathetic approach fosters stronger relationships and ensures mutual success in the partnership.🔐 Reliability back-to-backA word is a word. It takes time and effort to build trust. It takes going the extra mile to show that you are someone your partner can be counted on and it can be broken in a split second .🔄 Adaptability Every partnership is unique. The ability to pivot to new circumstances is vital. Whether adapting to market shifts, evolving needs or internal changes, flexibility ensures that the partnership remains resilient, impactful.💡 Problem-Solving MindsetChallenges arise in any partnership. What matters the most is how you approach the challenge. A solution-oriented mindset paired with creative problem-solving helps turn obstacles into opportunities.🌐 Relationship-Building, leaving the confort zoneB2B partnerships are long-term investments. Building strong, enduring relationships with partners is essential for sustained success. It requires patience, consistency and a genuine commitment to mutual success. It's a permanent effort even when things are running well with existing relationships, always be looking to extend.🔍 Strategic VisionA great Channel Manager must think both tactically and strategically. Being able to align day-to-day activities with the broader business goals ensures that partnerships contribute to long-term growth and innovation.💪 ResilienceThe road to success in B2B partnerships isn’t always smooth. Remaining focused, motivated and positive through setbacks ensures that you and your partners continue to drive forward, even during challenging times.An outstanding Channel or Alliance Manager blends these qualities with strong business acumen to create value for all parties involved.

In today’s competitive landscape, having a well-rounded sales team is critical for success. Wisely incorporating both junior and senior profiles creates a positive long-term spiral of benefits :Perspectives : Young professionals bring fresh ideas and innovative approaches, often rooted in recent training and modern sales techniques. Their creativity can effectively complement the experience and strategic thinking of senior team members.Mentorship : Pairing juniors with seniors fosters a culture of mentorship. This sharing of expertise helps juniors develop their skills more rapidly while enhancing the leadership abilities of seniors.Balanced Workload : A mix of experience levels allows for a better distribution of responsibilities. Senior reps can handle complex accounts and negotiations, while juniors manage smaller clients or lead generation, ensuring the team operates efficiently.Improved Adaptability : Having both profiles creates a more versatile sales team. Juniors often stay in tune with emerging trends and technologies, while seniors provide stability and proven strategies. This combination enables the team to pivot quickly in response to market changes.Enhanced Team Dynamics : A diverse team encourages collaboration and creativity. The interaction between different experience levels promotes knowledge sharing, leading to innovative solutions to challenges.Long-term Growth : Investing in junior talent ensures a pipeline of future leaders. As they grow and develop, they can take on greater responsibilities, supporting the company’s ongoing growth.In conclusion, a wise balance of profiles as a long term strategy will not only enhance your team’s performance but also drives innovation and growth within your organization.Embrace the strengths of each profile to build a dynamic and effective sales force !