Tips and tricks for prospecting methods in Belgium

In B2B sales, acronyms are everywhere. SDR, BDR, AE, AM... It’s easy to get lost. But if you’re building a strong sales machine, two of these roles deserve special attention: Sales Development Representatives and Business Development Representatives. Let’s break it down – no jargon, no fluff.

In law firms, legal excellence is a given. But when it comes to business development, things get a bit more delicate. Because selling — or even simply being visible — doesn’t come naturally to many lawyers. And yet, the legal world is evolving. So are firms. And so are client expectations.

Want to enter Wallonia from Flanders? Or crack Flanders from Paris? Here’s the good news: you no longer need a full-blown sales army. Just a smart plan, some sales flair, a bit of coaching… and the right tools.

Let’s face it: for many salespeople, prospecting feels more like a chore than a strategy. Between the fear of rejection, unclear messaging, and endless distractions, it’s no wonder that even the best reps start avoiding the phone. Yet, despite all this, prospecting remains one of the most powerful and cost-effective ways to generate leads and fil...

SMEs, start-ups, incubators – tired of ineffective prospecting? I help you structure, train, and boost your sales.

Accelerate your B2B growth with a targeted, human-centered, and high-performing approach. Are you an SME, entrepreneur, start-up, or incubator aiming for strong commercial growth? Are your teams struggling to structure their prospecting efforts or generate qualified leads? Do you feel your sales potential is underutilized? That’s exactly where I...

Ah, sales prospecting... A delicate balance between art and science, persistence and charm. It’s the lifeblood of any company that wants to keep growing, especially in challenging economic times. And yet, too many businesses neglect it, hoping that customers will magically fall from the sky. Spoiler alert: they won’t. If you're a small or medium...

Does prospecting scare you? Do you feel like it’s an impossible task, like fighting a fire-breathing dragon? Think again! In reality, prospecting is just… talking. It’s about discovering whether what you offer might be useful to the person in front of you. No pressure, no pushiness, just a conversation. And believe me, it can actually be quit...

Running an SME in Belgium means constantly juggling growth, daily operations, and commercial prospecting. And one of the most time-consuming and sometimes dreaded tasks is cold calling.

Prospecting: A Challenge Accessible to Everyone Do you also dread commercial prospecting? You’re not alone! Yet, it is a key step in the growth of any business. Too often perceived as a complex, even insurmountable task, it is actually much simpler than one might think.

Cold Calling, the essential pillar of prospecting, remains one of the most effective ways of generating qualified leads. Cost-effective, powerful and adaptable, cold calling is an integral part of any B2B campaign. But how can you get the most out of your prospecting efforts? Here are my practical strategies for turning your cold-calling campaigns ...

With my 30 years of experience in business development (yes, it might not look like it!), I see it every day: hiring a Business Developer is far from being just an administrative task. It’s a true investment in the future of your company. The right choice can open doors, build lasting relationships with clients, and most importantly, lay the ground...

If, like me, you love receiving Christmas cards – those small pieces of paper that brighten up our mailboxes – you know how much more impactful they are than a simple email lost in a sea of notifications. But did you know they can also be an excellent tool for proactive prospecting?

Sales prospecting remains one of the most effective methods to generate qualified leads and grow your sales pipeline. It’s powerful, cost-effective, and essential to any modern B2B strategy.

A successful business development campaign is the ultimate goal of any ambitious salesperson. But beyond hard, sometimes repetitive work, certain personal qualities play an important role in your success.

Sales development is a key stage in the sales process, yet it remains a challenge for many. Done right, it can become a powerful lever for generating qualified leads. But how do you go from a simple attempt to a truly effective campaign? Discover our practical tips for boosting your sales.

It's sometimes exhausting to have to defend the importance of telephone prospecting. Yet the best salespeople I've come across throughout my (very long ;-) career share this essential quality: they prospect all the time, even when they're successful. These professionals achieve their objectives on a regular basis, demonstrating that sales prosp...

Increase your enrolments in your professional training course! To effectively promote your online training course, you need a solid prospecting strategy. Here are six proven methods for attracting potential participants and increasing training course registrations.

A revolution for Business Developers It’s the buzzword of the moment: everyone is talking about it and trying it out. But what can AI offer to business developers, hunters, and prospecting? Here are some insights:

In today's digital landscape, companies - especially small and medium-sized enterprises (SMEs) - need to innovate constantly to maintain a competitive edge. Among the many modern strategies, social selling has become an indispensable approach. More than just an online presence, it's about building authentic relationships via social networks to gene...

Are you a freelancer or entrepreneur? Are you looking for new customers?

Every day during my talks and training sessions, I realise that more and more people are afraid to use the phone.... And yet the phone has never been as present in our lives as it is now.

Most people do. Quite a pity, actually, as prospecting is a crucial stage in the sales process. Extremely challenging, a lot of people will say. And terribly difficult, they will add. Like if it were fighting an evil dragon with several fire-spitting heads.

Despite your attempts, still no or few results?

Do you want to improve the Business Development of your company and increase your customer base?

Sometimes I find it exhausting to keep having to prove the added value of telephone prospecting ...

One of the most common problems in the Inside Sales job is the lack of training when taking up the job. The manager expects immediate results and the Inside Sales is often found to be poorly trained.

‘I HAVE OTHER PRIORITIES in this period of recovery’!

Passionate about Lead Generation B2B and B2C for 25 years, I am still surprised that not everyone understands the same definition about Lead Generation.

The success rate of your phone marketing campaign depends on the design of your script. For any cold calling campaign, a script ensures you do not forget anything at the heart of the discussion.

With social and physical distancing, Business Development campaigns change.