Sales

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 […]

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 […]

You’ve been in that meeting. The one where someone presents a training program, a new methodology, a coaching approach — and before the slide is even finished, someone in the room says it. “This is all well and good. But where are the numbers?” Maybe you said it. Maybe it was said to you. Either […]