Selling@Zero Distance The Gap Isn’t in Your Rep When revenue slips, there’s a reflex almost every leader reaches for. Assess the team. Score the skills. Find the gaps. Build a plan to close them. It’s tidy. It’s defensible. It feels like rigor. And it quietly measures the wrong thing. The hidden assumption Every skills assessment […]

Whether you are a business owner or a sales leader in a larger organization, you already know what you should be doing. You should spend more time with your team. Visit more customers with them. Coach them more. Understand what is really happening in their conversations, not just the numbers they report back. At the […]

Whether you own your own business or you are operating in a large organization in a sales leadership role — VP, Sales Director, even CEO — the moment you are accountable for sales results, you are a sales leader. And you feel the pressure. The pressure from numbers. From general management. From investors. From financial […]

A few months ago, I decided to record myself playing tennis. Not to show anyone. Not to post on LinkedIn. To understand why, after months of practice, my serve wasn’t getting any better. I had done everything right. YouTube tutorials. Technical articles. Studying the pros. Regular training. Everything. Nothing changed. So I filmed myself. And […]

Last week I was running a workshop. A team was presenting their new commercial dashboard. Clean. Well built. Months of work, visibly. Left side: activity metrics. Visits, client types, opportunities created. Right side: results. Bookings, revenue. I asked a first question. “Two salespeople. Identical territories. Same numbers on the left. Big gap on the right. […]

Arcane Technologies’ leadership meeting lasted three hours. Impeccable slides. Clear ambition. New premium positioning: exit the small, time-consuming accounts, focus on high-value enterprise clients. Margins would improve. Growth would accelerate. Everyone nodded. The meeting notes were sent. The new strategy was officially launched. Three months later, nothing had changed in the field. Leadership talked about […]

Sofia sent a perfect proposal. Technically flawless. Well presented. Within budget. Addressed exactly to the needs expressed in the last meeting. Three weeks later: silence. She followed up. A polite acknowledgment. “We’re looking at it, we’ll get back to you.” Two more weeks. Nothing. She followed up again. This time, no reply at all. Sofia […]

Your experts aren’t resistant to selling. They’re resistant to becoming something they don’t respect. That’s a very different problem. And confusing the two is why most sales transformation efforts in expert-led organizations fail before they’ve really started. Here’s what I hear regularly from commercial leaders: “Our team is full of experts. Brilliant people. But they’re […]

Thomas isn’t the kind of manager who wings it. When a mutual contact introduced us, he’d already done his homework: reviewed the numbers, redrawn the territories, analyzed his conversion rates. He was looking in the right place. Just not at the right depth. He has everything he needs to succeed. An experienced team. A real […]