Sales effectiveness

Youtube You, and your team, are probably compensating for something right now.And it’s probably being read as commitment. I’ve been...

Youtube ‘Is your international structure playing synergies, or running as separate businesses?’ This question matters when international companies seek better...

Youtube You have, exactly like me, often heard the following: “Clients don’t need a drill, they need a hole in...

Youtube There are three things I’ve learned in 25+ years of navigating sales transformations: Market shifts are inevitable and they...

Youtube Tuesday. 10 a.m.Weekly sales meeting.Twelve people in the room.One person talking.Eleven waiting for their turn to report a number....

Youtube As a young sales rep I was often puzzled by some clients’ decisions, struggling between the great qualities of...

Youtube It’s probably one of the statements I’ve heard most often over more than 25 years of leading commercial transformations...

Youtube “In our industry, it’s different.” I hear it in SaaS. In pharma. In telecoms. In industrial doors. It’s a...

Youtube You probably know the story of the frog in the pan. Drop it into boiling water, and it immediately...

Linkedin That’s what one of my former CEOs used to say.It doesn’t mean non-sales teams exist to serve the sales...

Linkedin When it becomes clear that targets won’t be met, the instinct is to act fast. I’ve been there.But I’ve...

Several years ago, I found myself busy considering the following idea: ‘why not bring decades of real-world experience into the...

Linkedin Don’t hire me. Buy a book instead. That’s, in summary, what I told a client. More precisely, I said:“If...

When sales targets start slipping out of reach, the instinct is to act fast.But throughout my career, I’ve often observed...

Linkedin My title is intentionally provocative.Let’s be more specific: I’m not really talking about roles that will (or should) disappear,...

Linkedin 2025 is behind us.And like every January, many New Year’s resolutions have already been shared… only to be forgotten...

Linkedin It’s rarely about the product itself, it’s about how we show up, the value we bring, and whether we...

Linkedin By the time those words come out, it’s often too late, the relationship is weakened, and you are being...

Linkedin Having made sales transformation my profession, I’ve found that the true driver of sales success is efficiency, far more...

Linkedin From my 25+ years of working with Key Accounts in fast-paced B2B industries, I’ve learned a fundamental truth: receiving...

Linkedin From my 25+ years of working with Key Accounts in fast-paced B2B industries, I’ve learned a fundamental truth: receiving...

Linkedin If your customers are saying this, it’s time to 𝘀𝘁𝗮𝗿𝘁 𝗱𝗶𝘀𝗰𝘂𝘀𝘀𝗶𝗻𝗴 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝘃𝗮𝗹𝘂𝗲 with your customers. Here’s why: 🔹...

We’ve all encountered the mantra: “If you can’t measure it, it doesn’t exist, and you can’t steer it!” . This...

➡️ Ensure the optimal coverage between your sales engine and your sales team. ❓ How? ✅ Keep your team effective,...

At work, everyone struggles with being able to dedicate the right amount of time to the right activities. The exercise...

During my early working years, I was often reminded that the best sales reps are driven by money. Once, I...

Being inundated with meetings on your calendar shouldn’t be the sole indicator of your importance within the organization. These days,...

When sales leaders seek to increase their sales and margins, they often struggle with the next right move to make....

The current business climate puts more pressure on sales organizations. It seems obvious that sales teams need to be effective...

Many companies struggle to increase the performance of their sales teams. Their ambition is to generate more, and preferably larger...