The art of selling innovation

Better sales mean innovation. And innovation is an art.

We are experts with dedicated tools
to help you structure and (re)boost
your sales performance.

We are experts with dedicated tools
to help you structure and (re)boost
your sales performance.

Creactivity

We are solutions search engines and co-construct your sales strategies, dashboards, clients or products portfolio mappings, sales arguments, responses to tenders, prospection campaigns…

International

We mainly operate in Europe, Middle East and Africa and we are used to multicultural environments.

Multi-sector

We work both with private and public sectors. We facilitate cross-fertilisation between areas as different as for instance retail, public sector, industry, high tech or consulting…

Old sea wolves

Each one of us has at least a 20-years’ experience and have run lots of operations in the field or from HQs and lead BUs or companies in France or abroad.

Coolness

We do serious things without taking ourselves too seriously: “Serious-minded people have few ideas. People with ideas are never serious.” (Paul Valéry)

Creactivity

We are solutions search engines: creative and in operations with you. To meet your business requirements, we have a set of trusted tools, our experience and we use your sector knowledge.
We co-construct tailor made solutions: sales strategy, dashboards, clients or products portfolio mapping, sales arguments, responses to tenders, prospection campaign, creation of innovative offers… the sky’s the limit for your challenges and our imagination!

International

We mainly operate in Europe, Middle East and Africa and we are used to multicultural environments.

Multi-sector

We have different backgrounds and we have worked in various sectors both private and public. Our fresh look into your challenges often triggers new solutions by questioning status quo. We facilitate cross-fertilisation between areas as different as for instance retail, public sector, industry, high tech or consulting...

Old sea wolves

Each one of us has at least a 20-years’ experience. So we had a chance to implement lots of ideas, run different operations in the field or from HQs and lead BUs or companies in France or abroad. We now help our clients with simplicity and our same passion for business.

Coolness

We do serious things without taking ourselves too seriously. Just like Paul Valéry said: “Serious-minded people have few ideas. People with ideas are never serious.” And we clearly need many ideas to help you sort out your challenges ;-)

The art of selling innovation

Your challenges, our solutions.

How can I steer sales rather than follow them?

Workshop

The art and science of steering sales

Redefine your relevant KPIs, targets and design clear simplified tailor-made dashboards.

Where should I export first?

Workshop

The art and science of international development

Business potential mapping, targets, global strategy, local tactics and action plans.

Where and how can I find new clients?

Workshop

The art and science of sales prospection

Online & offline campaigns, phoning scripts, lead qualification, win rates.

How can I kick the competition out of a large account?

Training

The art and science of selling to large accounts

2 days on your live deals with contact mapping, value prop. and competitive tactics.

How can I value my proposition?

The art and science of commercial proposal

Interactive self tests to target, build and deliver optimal value propositions.

How can I avoid cruel surprises during a negotiation?

The art and science of negotiation

Interactive self tests to assess, prepare and adjust your sales negotiations.

How can I change the ground rules in a tender?

The art and science of responding to tenders

Interactive self tests to check, guide and optimise your responses to RFPs.

DISCOVER
How can I build a distribution channel that sells?

The art and science of distribution channels

Interactive self tests to build, manage and coordinate your resellers network.

How can I avoid turning the audience off in a presentation?

Training

The art and science of pitching

2 days under real conditions with video training, a key method and a myriad of examples and tools.

How can I manage a product line from the cradle to the grave?

Workshop

The art and science of launching new products

Launch roadmap, life cycle management, KPIs, online & offline operations budgets.

Where can I win market shares in retail?

Workshop

The art and science of sales development in retail

Retailers sales potential mapping, targets (online/offline), strategy and business plan, KPIs.

Why should I move from merchandising to catman?

Workshop

The art and science of merchandising & catman

POS potential sales and market shares, field coverage, category-based sales arguments, field role.

How can I steer sales rather than follow them?

Workshop

The art and science of steering sales

Redefine your relevant KPIs, targets and design clear simplified tailor-made dashboards.

Where should I export first?

Workshop

The art and science of international development

Business potential mapping, targets, global strategy, local tactics and action plans.

Where and how can I find new clients?

Workshop

The art and science of sales prospection

Online & offline campaigns, phoning scripts, lead qualification, win rates.

How can I kick the competition out of a large account?

Training

The art and science of selling to large accounts

2 days on your live deals with contact mapping, value prop. and competitive tactics.

How to plan your deals to better surprise your prospects & clients and catch your competition off-guard!
Workshops on your live deals with contacts mapping and assessment, value proposition design and competitive tactics selection.

LOCATE
Different sources of intel to uncover valuable contacts. Contacts mapping and assessment.

CONTACT
5 ways of getting in touch with targeted contacts. And many other ideas to trigger a first meeting…

QUALIFY
Business (or mission) issues and metrics. Where to find them and how to use them? Live implementation.

BE ON MANOEUVRES
What is the best sales tactic on a deal? 5 options. Then, how to convert the tactic into an action plan?

PROPOSE
Defend your “value chest” and learn how to build a robust value proposition that anticipates objections.

DURATION
2 DAYS
FROM
€ 2,990 VAT excl.
CONTACT US

Pentalogy is registered in France as a training organisation under number 11788258478.

How can I value my proposition?

The art and science of commercial proposal

Interactive self tests to target, build and deliver optimal value propositions.

How can I avoid cruel surprises during a negotiation?

The art and science of negotiation

Interactive self tests to assess, prepare and adjust your sales negotiations.

How to win your negotiations right from their preparation.
Training workshop with interactive self tests to evaluate, prepare and adjust your sales negotiations.

PRESSURE
Learn how to put pressure on the purchaser (and avoid the opposite). 3 keys and let’s do the maths.

LIMITS
Set calmly clear limits. An essential step in the negotiation prep. Interactive tools to figure out the 3 limits.

EXCHANGES
Fool’s game or real exchanges? Fundamental rules to set the concessions and compensations. Live implementation.

DURATION
1 DAY
FROM
€ 1,990 VAT excl.
CONTACT US

Pentalogy is registered in France as a training organisation under number 11788258478.

How can I change the ground rules in a tender?

The art and science of responding to tenders

Interactive self tests to check, guide and optimise your responses to RFPs.

DISCOVER
How can I build a distribution channel that sells?

The art and science of distribution channels

Interactive self tests to build, manage and coordinate your resellers network.

Training workshop to target, equip and plan the set up and the management of a sound distribution channel.
How to select your partners, motivate the best and develop sales.

NAVIGATE
Should you go for direct or indirect distribution? How many resellers will you pick? How will you select them?

GEAR UP
What market segments will you target? How will you convince your future partners? The golden rules for a distribution contract.

HIRE
How can you target and gauge potential resellers? How can you best integrate them into your network?

MANAGE
Between management and entertainment: find the right pace and KPIs. How can you design a motivating improvement plan?

DURATION
2 DAYS
FROM
€ 2,990 VAT excl.
CONTACT US

Pentalogy is registered in France as a training organisation under number 11788258478.

How can I avoid turning the audience off in a presentation?

Training

The art and science of pitching

2 days under real conditions with video training, a key method and a myriad of examples and tools.

How to prepare and score points during 2-minutes or 20-minutes presentations.
Training workshop in real conditions with video, based on a proven method and a myriad of examples and tools.

SUBSTANCE
The tip of the iceberg syndrome: form is the substance which rises to the surface. So we’ll work on the substance first.

FORM
Form should clarify and highlight the substance. It should facilitate the presentation. Rehearsal is paramount.

DURATION
2 DAYS
FROM
€ 2,990 VAT excl.
CONTACT US

Pentalogy is registered in France as a training organisation under number 11788258478.

How can I manage a product line from the cradle to the grave?

Workshop

The art and science of launching new products

Launch roadmap, life cycle management, KPIs, online & offline operations budgets.

Where can I win market shares in retail?

Workshop

The art and science of sales development in retail

Retailers sales potential mapping, targets (online/offline), strategy and business plan, KPIs.

Why should I move from merchandising to catman?

Workshop

The art and science of merchandising & catman

POS potential sales and market shares, field coverage, category-based sales arguments, field role.

The art and science of selling to large accounts

How to plan your deals to better surprise your prospects & clients and catch your competition off-guard!
Workshops on your live deals with contacts mapping and assessment, value proposition design and competitive tactics selection.

LOCATE

Different sources of intel to uncover valuable contacts. Contacts mapping and assessment.

CONTACT

5 ways of getting in touch with targeted contacts. And many other ideas to trigger a first meeting…

QUALIFY

Business (or mission) issues and metrics. Where to find them and how to use them? Live implementation.

BE ON MANOEUVRES

What is the best sales tactic on a deal? 5 options. Then, how to convert the tactic into an action plan?

PROPOSE

Defend your “value chest” and learn how to build a robust value proposition that anticipates objections.

DURATION
2 DAYS
FROM
€ 2,990 VAT excl.
CONTACT US

Pentalogy is registered in France as a training organisation under number 11788258478.

The art and science of negotiation

How to win your negotiations right from their preparation.
Training workshop with interactive self tests to evaluate, prepare and adjust your sales negotiations.

PRESSURE

Learn how to put pressure on the purchaser (and avoid the opposite). 3 keys and let’s do the maths.

LIMITS

Set calmly clear limits. An essential step in the negotiation prep. Interactive tools to figure out the 3 limits.

EXCHANGES

Fool’s game or real exchanges? Fundamental rules to set the concessions and compensations. Live implementation.

DURATION
1 DAY
FROM
€ 1,990 VAT excl.
CONTACT US

Pentalogy is registered in France as a training organisation under number 11788258478.

The art and science of distribution channels

Training workshop to target, equip and plan the set up and the management of a sound distribution channel.
How to select your partners, motivate the best and develop sales.

NAVIGATE

Should you go for direct or indirect distribution? How many resellers will you pick? How will you select them?

GEAR UP

What market segments will you target? How will you convince your future partners? The golden rules for a distribution contract.

HIRE

How can you target and gauge potential resellers? How can you best integrate them into your network?

MANAGE

Between management and entertainment: find the right pace and KPIs. How can you design a motivating improvement plan?

DURATION
2 DAYS
FROM
€ 2,990 VAT excl.
CONTACT US

Pentalogy is registered in France as a training organisation under number 11788258478.

The art and science of pitching

How to prepare and score points during 2-minutes or 20-minutes presentations.
Training workshop in real conditions with video, based on a proven method and a myriad of examples and tools.

SUBSTANCE

The tip of the iceberg syndrome: form is the substance which rises to the surface. So we’ll work on the substance first.

FORM

Form should clarify and highlight the substance. It should facilitate the presentation. Rehearsal is paramount.

DURATION
2 DAYS
FROM
€ 2,990 VAT excl.
CONTACT US

Pentalogy is registered in France as a training organisation under number 11788258478.

From lipsticks to bulldozers. 25 countries.

Cross sector and international activities, from SMEs to global accounts, public and private sectors. This is what we do.

Perfumes & cosmetics

Child care

Energy

Agriculture

Banking - insurance

Aeronautics

Construction
& public works

IT

Services

Transports

Scientific research

Retail

Pharmaceutical

Leisure & tourism

Public sector

Our passion: KPIs & business models. See for yourself.

ARIANESPACE : how to reduce launch cost down to €90M for 10+ ton-loads

SpaceX arrive à 60 M$ par lancement (6 T. aujourd'hui avec Falcon 9), les fusées Delta ou Atlas à près de 200 M$ et Ariane 5 (qui lance plus de 10 T.) à 150 à 175 M$. Ariane 6 permettra de réaliser entre 40 et 50 % d'économie, sans être réutilisable. Elle offrira deux fois plus de masse et de volume qu'un Falcon 9 à un prix divisé par deux. Premier vol commercial en 2021 et service op. (12 lancements par an) en 2023. De son côté, avec le projet Adeline, Airbus Defence and Space développe des concepts de fusées en partie réutilisables.

SPACEX: how to make a rocket at least 10 times cheaper than the competition.

SpaceX currently charges $61.2 million per launch. Its cost-per-kilogram of cargo to low-earth orbit, $4,653, is far less than the $14,000 to $39,000 offered by its chief American competitor, the United Launch Alliance. Other providers like Arianespace often charge $250 to $400 million per launch. The secret to the low cost is relatively simple, at least in principle: Do as much as possible in-house, in an integrated manufacturing facility, with modern components; and avoid the unwieldy supply chains, legacy designs, layers of contractors, and “cost-plus” billing that characterised SpaceX’s competitors. Can the $6 million launch—or even cheaper—replace the $60 million launch?

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ONLINE ADS RULES: do nothing under 1M views (over 30 sec.). The Bel case.

One key success factor to emerge in online ad for a consumer brand is: "do nothing below 1M views or visits. Otherwise, there is not enough momentum. Then, do little but massive campaigns just like on TV and keep focused. That's for the media strategy. As for teh organisation, give your Digital Directors enough power on a large perimeter so they can catch the value chain big picture and so they can work with the marketing teams the way Brand Managers do."

VALUE-ADDED NEWS: why are they pushed toward subscription-based models?

4 factors contribute to the resurgence of paid-for news. 1. The weakness of digital advertising for news. In short, all indicators are flashing red (revenue per page, per user, tolerance to ads, ad-blockers). 2. The hijacking of distribution platforms. Combined, Facebook and Google capture roughly 75% of digital ad spending in the United States and 95% of its growth. 3. The rise of Fake News. Mostly spread over Facebook, the phenomenon fueled the discredit of the pervasive social network. 4. The Trump Communication Machine with the novel concept of “alternative facts”.

SEA FREIGHT: new business models with robot ships on the high seas by 2020.

More than 90% of world trade is carried by sea. Between 75 and 96% of marine accidents are a result of human error, often a result of fatigue (source: Allianz). Remotely controlled and autonomous ships would reduce the risk of such mistakes. The threat posed by piracy to ships and their crews would also be reduced. The total cost of piracy in 2013 was estimated at $3.2 billion. Even though the total cost of ransoms and stolen goods approached zero: 90% of the cost encompasses military operations and security equipment and guards (source: Towergate insurance).

BLOCKCHAIN & BITCOIN IN ESTONIA: shaping a future new development model.

The Estonians started implementing blockchain solutions back in 2015 and attempted to deal with 2 issues: 1) to embrace the advantages of blockchain (transparency of storage and data transmission, cutting expenses for intermediaries and document flow, etc.); 2) to find an unconventional solution for the country’s ageing population by attracting young and economically active without requirement to physically stay in Estonia. This gave birth to projects such as e- Residency, public notary, cryptocurrencies, Bitcoin ATMs...

HINKLEY POINT C: the 4 risky bets of EDF in the UK.

What: 2 EPR nuclear reactors planned for 2025. Bet #1: relaunch nuclear in Europe. Hinkley Point C should produce 7% of the British electricity needs (7 out of the 8 currently running nuclear plants should be closed before 2030). Bet#2: a major strategic project for EDF. The British gov. guarantees a purchasing price of €108,9/MWh (i.e. above the market) during at least 35 years. Bet #3: a technological & industrial risk? No EPR reactor has ever produced any kW. Bet #4: the huge project cost of €21Bn (66% of which is funded by EDF, and 33% by Chinese CGN).

JUSTICE-AS-A SERVICE: 4 reasons why this on-demand service may soon take off.

Justice-as-a-Service is an on-demand service, powered by tech, that challenges private and public companies by representing the consumer in their fight for justice/compensation based on laws, consumers’ rights, and contract of carriage. 4 reasons why JaaS could take off: 1- You don’t know your consumer rights. 2- You don’t know how to claim and neither does the service provider. 3- You don’t have the time to fight for your rights. 4- The chances of your claim being rejected is very high.

4.0 CONNECTED FACTORY: estimating the ROI of predictive maintenance.

The automotive subcontractor equipped 240 of its factories in the world with connected objects allowing predictive maintenance: the system detects machine failures before they happen and implement corrective measures. In the case of the Moulins-Yzeure French factory, one worker in each team saves 4 hours a day with this new system. The total investment ranges between €200k and €500k for a factory producing 5M EPS braking systems a year.

DUBAI: self-flying taxis ready to take off in July 2017.

These four-legged, eight-propeller drones can carry a single passenger that weighs up to 100 kg (220 lb) and operate within an area of up to 50 km (31 miles) on a single battery charge, it can reach speeds of 160 km an hour. The Chinese-made EHang 184 vehicles have already been tested in the skies above Dubai. The United Arab Emirates as a whole is becoming a hub for futuristic transport. Dubai signed a deal with Hyperloop One in November to study the viability of linking the city-state with Abu Dhabi through a vacuum-sealed tube in 12 min.

COSMETICS: any business model for reaching out to the long tail of YouTubers?

Multi-channel networks like Machinima and Makers are taking care of the top 1% of pro YouTubers. The French startup Octoly wants to create a marketplace for brands and the long tail of YouTubers. Octoly monitors 800,000 channels worldwide and a million videos every day in order to identify new YouTubers and track existing creating partners. Birchbox France is paying Octoly €3,000 a month to ship free makeup boxes to these YouTubers for reviewing.

UPS is testing drones that allow its delivery trucks to be in two places at once

The drone-and-van solution allows drivers to ship packages from a certain distance with 30-minute autonomous drones. Being able to cut a single mile from a driver’s daily route saves the company up to $50 million each year (UPS has around 66,000 drivers out on the road). This could be a good alternative delivery mode for rural zones. However, this test should not go live soon (at least in the coming 3 years) as federal regulations passed in 2016 prohibit drone operators from flying them beyond their line of sight.

TRAFFIC: the huge cost of congestion studied in 1064 cities over 38 countries.

The largest ever study of traffic congestion shows that drivers spend an average of 42 hours a year in traffic during peak hours. The direct and indirect costs of congestion to all U.S. drivers amount to nearly $300 billion in 2016, an average of $1,400 per driver. At the global city level, Los Angeles tops the list of the world’s most gridlocked cities, with drivers spending 104 peak hours in congestion in 2016, followed by Moscow (91 hours), New York (89 hours), San Francisco (83 hours) and Bogota (80 hours).

ICT: worldwide interactive risk map and steady sector growth

The Information and Communication Technology sector (ICT) grew steadily at +2.5% in 2015 and rose by +2.7% in 2016. At present, the services segment (70% of sales) and Asia (37% market share) are the two main drivers. Despite its apparent maturity, the sector remains under constant pressures from: (i) declining prices; (ii) the need to constantly renew the goods and services offered; and (iii) relations between manufacturers and service providers.

GOPRO: the rise and fall of an innovative product on a niche market

GoPro closed out the previous quarter with a rash of bad news. The company suffered from production issues with its flagship Hero5 camera and Karma drone, and then had to issue a recall for the small number of drones on the market when they discovered they were falling out of the sky. GoPro is also facing stiff competition from Chinese companies like DJI in the drone market, which GoPro is relying on as a new revenue stream. More generally, GoPro may be facing an existential crisis as fewer consumers find the need to upgrade their existing GoPro to a newer model every year.

FINANCE : is the blockchain disrupting the banking business model?

In 2016, many predicted that the blockchain would totally disrupt the chain of trust and that we would simply get rid of trusted third-parties, but it's rather the contrary that has happened so far: the traditional trusted third-parties (like banks) already have integrated the blockchain before it becomes popularised. The technology is still in early stages because of limited computing power, lack of standardisation and in particular because of security breaches.

AIR TRANSPORT : LHLC (long haul low cost), the new frontier

The pan-Scandinavian carrier Norwegian recently launched 10 new transatlantic routes from Ireland and Scotland to the US with some tickets as low as £69. But by kicking off such low prices; Norwegian intends to replicate what made them Europe’s eighth biggest airline, carrying 30 million passengers a year compared with 12 million just five years ago. The business model is still flimsy but productivity is optimised (6,000h flight/year for the 737 i.e. 18h/day) and is combined with improved generations of single-aisle jets.

AGRICULTURE: The Drone Revolution and Australian Agriculture, case study.

Farmers can make sound business decisions based upon real-time high quality data thanks to drones: the cheapest aircraft costs $580,000 to buy and around $400 /hr to operate. By comparison, drones cost only cents per hour to operate. In a typical, 20-minute quadcopter flight, a drone will take around 10,000 photographs from a systematic grid pattern and measure pasture dry matter, identify mid-field weed, variable-rate fertility, monitor cattle movements or bush fires... A 5% improvement in yield would be $450k more revenue, so the payback period on a $50k drone is 6 weeks.

POLAROID: an impossible project becomes possible

The legendary brand

BUSINESS MODEL: Why Companies Fail? 200 company post mortems to understand.

Companies--startup or established-- still focus very much on products and value propositions. Addressing a relevant market need only gives you the right to compete. Figuring out a profitable, scalable, and competitive business model is what gives you the right to succeed. 4 assumptions to consider: 1- Feasibility (chose the right infrastructure to execute your business model well) 2- Desirability (create customer value) 3- Viability (profitability) 4- Adaptability (strategy regarding external factors, like competition, technology change, or regulation).

RENAULT: a $4,000 car with ceremony can be as disruptive as the Tesla Model 3

What is disruption? Its definition is usually limited to autonomy, electrification, and still undefined pitch words like mobility. In India, where the average wage is low, it starts with an affordable car that isn’t a complete piece of junk. This is where the Renault Kwid comes in ($4,000). But, more important, for the 90% of Kwid customers whom are first time car buyers, ritual matters. And this is why the Renault car dealers do a Puja which is a prayer ritual meant to spiritually celebrate an event. This is really disruptive.

TRANSPOD: between train and plane, business plan of the Canadian Hyperloop project

Sébastien Gendron is crystal clear on this: this is technically the most reliable Hyperloop project. Funding is estimated between $300M and $500M. Transpod closed a seed round in 2016 for $15M and aims to have the test track ready to test prototypes by 2019, with commercialization targeted for 2022. This hyperloop system would whisk lightweight composite-fibre passenger pods through 4-metre-tall vacuum cylinders using a frictionless magnetic levitation system at speeds of up to 1,000 km/h. Sébastien has engineers already working on 5G trains (Paris - Beijing in 90 mn!).

Holden International strategic partner for Europe Middle East & Africa

Training organisation under registration number 11788258478

Who the heck are we?

Pentalogy was founded in 2011 (by Pierre-Olivier Pulvéric a.k.a. « PoP », his initials) around one idea: help small and large companies with simple and efficient online tools and experts!
No rocket science in terms of methodology like in global consulting firms. Just a few algorithms and our robust field experience: when we say Senior Consultant here, we mean no less than 20 years experience.
So here we are, today: we're a squad of professionals working on your sales performance challenges. We help you win complex deals, respond to difficult RFPs, run tough negotiations (B2B or retail), manage tricky distribution channels or simply steer properly your sales. We have designed specific online tools to run our missions and to help you drive your business afterwards.
Cool style and tools. Our clients love it. How about you?

LEGAL INFORMATION

EDITOR
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