Leadership

In many organizations, there are moments when performance begins to feel unstable without being visibly broken. One week, it feels obvious that something fundamental needs to change. The system no longer seems to hold. The way work is organized, decisions are made, or efforts are coordinated appears to have reached its limits. The following week, […]

This is the time of year when many sales organizations hold their Sales Kickoff. A few days away from the field.New ambitions.New priorities.New messages about how this year will be different. Sales Kickoffs are usually well designed.They introduce new products, new programs, new tools, new ways of engaging customers. And most of what is shared […]

Every year, the pattern is familiar. Targets go up.Budgets stay tight.Operating modes remain largely unchanged. And yet, many sales leaders genuinely expect different results. This is not a question of motivation, effort, or even talent.It is a leadership reality check. If 2026 is meant to be different, then sales leaders need to pause before acting […]

Leadership is often celebrated as the pinnacle of success, while followership remains misunderstood and undervalued. Yet, in modern organizations, followership is not passive; it is an active and noble role, requiring the same finesse and skill as leadership. Together, these roles form a dynamic interplay that drives innovation, resilience, and success. Contrary to the passive […]

  The persistence of ineffective sales behaviors, despite decades of research highlighting their shortcomings, remains a puzzling phenomenon. A survey by ASG of 1,231 buyers revealed that the most off-putting actions in cold outreach include pushing products over understanding customer problems (34%), being too aggressive (26%), refusing to accept a ‘no’ (24%), and coming across […]

In the world of business evolution, there’s a growing trend: organizations championing “purpose” over profit. But hold your applause, because there’s a fundamental flaw in this narrative. Let’s address the elephant in the boardroom: suggesting that “purpose” should supersede profit is not just misguided, it’s downright terrifying for shareholders. After all, they invested their hard-earned […]

In the intricate world of data analysis, averages often reign supreme, serving as beacons of insight and guidance. Yet, beneath their seemingly innocuous surface lies a web of deception waiting to be unraveled. Today, I would like to peel back the layers of data deception and uncover the profound human stories lurking beneath the numbers. […]

In a rapidly evolving world, the ability to adapt and thrive requires more than just a fixed mindset; it demands a quantum leap into the realm of fluid intelligence. Drawing parallels between this dynamic intelligence and the principles of quantum mechanics reveals a fascinating approach to navigating the complexities of our professional and personal landscapes. […]

I am not a fun of rigid models and archetypes when it comes to selling. Because by experience, I know that every customer is different. Therefore, every interaction is different and salespeople operate in the world of probabilities, not certainties. I keep « B2B buyer archetype matrix » as an exception. I find it valuable as a guide […]