Recently, I have come across a blog post of Seth Godin where he shares his insights about Maximization and Optimization.   It provoked a thought process and the question popped up almost instantly… How would that apply to sales ? Here it is…       1.   Maximization of Sales: A maximization mindset in sales focuses on driving […]

  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 […]

  What if I tell you that your sales performance is not the same as your sales results? Every time I share this thought with a sales leader, I am often met with disbelief. Eyes wide open, they firmly disagree.   However, let me explain. Sales is a performance-driven profession, much like sports. You can […]

  In the fast-paced business world, we often romanticize the *salesperson of yesterday*, imagining a bygone era of personal connections, simpler transactions, and trusted relationships. But here’s a provocative idea: *the salesperson of yesterday never existed.* What we understand today as the role of a salesperson is, in fact, a relatively new concept, born out […]

Imagine a world where the scoreboard in sales doesn’t just tally wins and losses. It’s easy to fixate on the rush of closing a deal, but what if I told you that’s a narrow view of success? In the high-stakes world of sales, the thrill of closing a deal can often overshadow the true essence […]

  Profitable growth isn’t confined to financial lingo like “margin” or “costs.” It’s an expansive concept that extends beyond monetary metrics.   Its roots dig deep into areas often overlooked: the mindset we cultivate, the selectivity in our strategic decisions, and our commitment to continued learning. The essence of profitable growth lies in organizational discipline […]

Sales development is something much wider and deeper than sales metrics, let alone sales techniques. Its roots lie outside the traditional sales sphere, in education, organization, discipline, and, beyond that, in fostering autonomy and a collective consciousness of self-reliance within the team. It cannot be produced by slick strategies crafted by external consultants or a […]

In the aftermath of the Industrial Revolution, sales became a specialized profession. Unlike the multifaceted tradesmen of ancient Mediterranean civilizations, modern sales professionals often focus exclusively on selling, leaving other aspects of commerce—like sourcing, production, and logistics—to separate departments. However, the advent of Artificial Intelligence (AI) presents an opportunity to reintegrate these functions, enabling sales […]

Last week, I had the opportunity to attend the VivaTech exhibition, one of the most anticipated tech events of the year. The experience was both enlightening and provocative, offering a window into the current state and future direction of technology and innovation. Here are some of my key takeaways: The Mental Health Gap One of […]