Leadership

Youtube And it’s the easiest stress test there is. Three simple questions I ask every time I engage with a...

Youtube Korn Ferry just released its Workforce 2026 survey: 16,000 professionals surveyed across 11 major markets. So, what do we...

Youtube You thought you had the relationship. Your competitor had built the influence. Despite the revenue generated, the history of...

Youtube Too many sales transformations I’ve witnessed don’t start with a plan.They start with a bad quarter. Throughout my career,...

Youtube That’s what a CEO told me when I started asking questions about his sales organization and his performance. “Far...

Youtube A client for 5 years and 6 months. And yet, no one really saw it coming.   The key...

Youtube Why do some KAMs develop healthy business relationships with their key accounts while others seem to be stuck chasing...

Youtube You’re not behind because the market is hard.You’re behind because you’re doing the same, trying harder, while expecting different...

Linkedin That’s what I told my marketing manager. Or said otherwise: every euro spent should be able to justify its...

Linkedin I’m curious about something. What made you decide to become a sales manager? Was it developing people, building systems,...

Linkedin (Spoiler alert: this is a true story). This was basically the response one of my contacts received when he...

That’s usually when reality hits, and sometimes it hits hard. I’ve been through this myself, and from mentoring newly promoted...

Linkedin “You will manage eight direct reports as well as their teams, directly manage the company’s largest accounts, set up...

Do your (sales) KPIs really tell you the whole story? This story is not new. I’ve experienced it often, and...

Linkedin In business, as in life, words are never neutral.They reveal beliefs. Beliefs shape behaviors. And over time, behaviors deliver...

Linkedin There are three things I’ve learned in 20+ years of navigating sales transformations: ✔ Market shifts are inevitable, they...

Linkedin Leading a sales team that isn’t delivering is a tough spot to be in, I’ve been there. You push...

As we turn the page on 2023, many resolutions have been shared for the new year with close ones. But...

Linkedin An alternative title for this article could have been: “9 Managers You Probably Wouldn’t Have Wanted to Work With”....

In this article, we will explore the following topics: Being a manager, you are well aware that it is a...

Many reasons explain why transformation projects often fail. A simple web search can reveal the key reasons, and I agree...

This is a question every sales manager should have a clear response to. Becoming a sales manager isn’t just about...

✅ As a manager, always ask yourself: “Am I busy or am I effective”? Here are 5 inspiring principles that...

A wealth of initiatives, programs and projects are continuously engaged by most companies with the ambition of becoming more effective....

➡️ You are expected to be a leader more than a manager. That is, in summary, the key message you...

The most important position within a sales team is the position of sales leader.   This is for two reasons:...

It is pretty easy, these days, to get a detailed overview of a company’s business ambitions. For that, one has...

Build a solid foundation to address the new business climate and prevent your business from being at risk!  The present...

Confronted with the uncertain market conditions, most companies are reconsidering their spendings; and they should. Indeed, readjusting costs to match...

  “When there is disruption of an event, system, or process, it is prevented from continuing or operating in a...