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 […]

In every B2B company I meet, there is a slide somewhere called “Our Ideal Customer Profile.”It usually looks great: clear bullet points, a few fancy segmentation charts, and maybe a persona picture for style. But here is the truth:An Ideal Customer Profile that lives in a presentation deck does not create any performance. It creates […]

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 […]

How to Become More Selective: The Forgotten Skill of Commercial Performance In most B2B companies today, the main question is growth.But there’s a more fundamental one: should everything really grow? Because what limits commercial performance isn’t always a lack of effort, leads, or tools.It’s often a lack of selectivity. Selectivity — the forgotten foundation of […]

le problème de la gestion par les résultats La plupart des équipes commerciales sont pilotées par les résultats : chiffre d’affaires, marge, croissance. Mais les résultats sont une conséquence, pas une cause. On peut fêter un bon trimestre… tout en se dirigeant droit dans le mur. Car les résultats montrent le passé. La vélocité montre […]

What Do Salespeople (and People) Experience?Everything has changed and continues to change rapidly. Companies expect salespeople to focus on customers, but the challenges they face are complex: For example, the simple act of checking an Instagram message can lead you to forget your initial intent. A notification can immediately shift your focus with thoughts like, […]

In our rush to embrace new technologies, are we unintentionally sacrificing human connection? We justify this trade-off with buzzwords like efficiency, speed, and quality, but I can’t help feeling that we’re losing something essential along the way. Sales management is a prime example. The more technology we adopt, the more mechanized the process becomes. We dissect the sales journey into […]

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 […]