Sales

You built your business almost from scratch. You put in the energy, the time, the attention. You carried sales yourself, shaped the offer, guided the commercial team. And it worked. Today, the company generates revenue. Profits. You have a solid team in place. Objectively, things are going well. And yet, you feel that something is […]

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, […]

You have a sales team of experts. They know the offering by heart. They can answer any technical question. They can explain every feature, every option, every difference with competitors. And yet, selling remains difficult. So you do what most sales leaders do when competence is not translating into results. You organize trainings. You refine […]

“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 […]

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 […]

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 […]

There is a moment in the life of a company when everything appears to work. Clients come in.Meetings flow.The founder closes deals.Revenue grows. From the outside, everything seems smooth.From the inside, everything relies on one person. The founder’s intuition.Their instincts.Their ability to create the spark.Their experience. It is a powerful engine.But also a silent trap. […]

Why the Most Effective Selling Behaviors Look Like the Opposite of Selling Sales is full of contradictions. On the surface, the craft seems simple. You have something to offer and someone else might need it. Yet the moment we step into the role of seller, everything becomes blurry. Logic stops behaving logically. Human behavior starts […]