In response to a conversation initiated by my “LinkedIn friends” David Brock and Christian Maurer, exploring the essence of what we love about selling, I found myself reflecting on my own journey. Unlike a love-at-first-sight experience, my affection for selling developed over time, leading me to embrace the role of a salesperson and integrate coaching […]

In a rapidly evolving world, the ability to adapt and thrive requires more than just a fixed mindset; it demands a quantum leap into the realm of fluid intelligence. Drawing parallels between this dynamic intelligence and the principles of quantum mechanics reveals a fascinating approach to navigating the complexities of our professional and personal landscapes. […]

I am not a fun of rigid models and archetypes when it comes to selling. Because by experience, I know that every customer is different. Therefore, every interaction is different and salespeople operate in the world of probabilities, not certainties. I keep « B2B buyer archetype matrix » as an exception. I find it valuable as a guide […]

  In a recent LinkedIn post, Tiny Dragon, the animated character from J. Norbury’s “Big Panda and Tiny Dragon” cartoon, sparked a cascade of thoughts about the value of company in our lives. The familiar duo that once triggered musings on companionship now led me to ponder a different question: “How good company are others […]

In the journey of life, decisions are inevitable, yet the fear of making the wrong choice can be paralyzing. What if we could turn that fear on its head and see every decision as an opportunity for growth? “Whatever decision you make, it will be the wrong decision.” At first glance, this statement may seem […]

Last week, I had the privilege of participating in Gravotech’s Year Start Program, a noteworthy event where key players like Shelley Automation (a valued distributor) and Pandora (a significant customer) shared their invaluable experiences and expectations.   Throughout the presentations, a common theme echoed – partnership. As sales professionals, we often leverage this term to […]

This week’s article is coming form my LinkedIn friend Dave BROCK who recently published the following article. As I could not agree more, I wanted to have Dave as a guest author this week. Here it is : “We make selling far more difficult than necessary ! Confession time. I’m terribly lazy. I want to accomplish a […]

Embarking on the path of becoming a true learner is akin to navigating uncharted waters in the sea of life. The challenge lies not in our ability to acquire knowledge, but in our resilience to remain perpetual learners, undeterred by the shadows of past educational traumas.   For many, the scars of formal learning experiences […]

Two weeks ago, I delved into the challenges faced by sales leaders—mindset, skill set, and tool set. Following last week’s exploration of mindset, I am eager to share insights into the crucial skill set required for effective sales leadership.   Before diving into specific skills, let’s clarify the primary role of a sales leader: “Maximizing […]