Learning

Selling@Zero Distance You Can’t Teach Curiosity Every sales leader I meet wants the same thing. Almost none of them can tell me how to get it. “I need my people to be more curious. Listen to the customer. Stop talking so much.” I get it. If I had to keep one skill for selling and […]

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 […]

Two meetings. Two companies. Two different industries. Same opening line: “We need to transform our sales team.” Same problem underneath: they had no idea what their salespeople were actually doing. I always ask the same question when I hear “transformation.” “What’s happening that makes you want to do that?” Meeting one. The CEO told me […]

“Something strange happened right after our Sales Kickoff,” he said. “What kind of strange?” I asked. “We launched the plan. It was solid. Clear priorities, a coherent roadmap, full alignment. And yet, less than a week later, it was already shifting.” “Officially?” “No. Nothing formal. No announcement. It just… changed.” I asked what had triggered […]

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 […]

Most people still judge a sales organization by its results. Quota attainment. Year over year growth. Big wins on the board. Pipeline coverage. These numbers matter. Of course they do. But they tell you what happened. Not why it happened. And when leaders manage only what happened, they eventually lose control of what will happen next. The […]

In most B2B companies, the main question is growth.But there is an even more fundamental one: should everything really grow? What limits commercial performance is not always a lack of effort, leads, or tools.It is often a lack of selectivity. Selectivity, the forgotten foundation of commerce Since the earliest forms of trade, commerce has never […]

Right before the start of the weekend, Friday evening at around 8 p.m., I was searching for an old email on a completely unrelated matter when I suddenly came across a message. It was an email on an ongoing delicate topic that I did not appreciate. Over the weekend, this topic kept wobbling in my […]

This week, I had a fascinating discussion with a business owner about the size of a business and the balance between client quantity and revenue quality. The question was simple yet profound: Is it better to generate €2M with 18 clients, or €1.8M with just 10 clients? The answer, as with most things in business, […]