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 […]

Recently, I immersed myself in a global CRM project, overseeing both its architectural design and deployment. As a salesperson, my inclination naturally gravitated towards the deployment phase, albeit overseeing the architectural intricacies. What struck me profoundly was the expansive scope of a CRM system. While conventionally viewed as a sales tool, its reach extends far […]

In the world of business evolution, there’s a growing trend: organizations championing “purpose” over profit. But hold your applause, because there’s a fundamental flaw in this narrative. Let’s address the elephant in the boardroom: suggesting that “purpose” should supersede profit is not just misguided, it’s downright terrifying for shareholders. After all, they invested their hard-earned […]

In the intricate world of data analysis, averages often reign supreme, serving as beacons of insight and guidance. Yet, beneath their seemingly innocuous surface lies a web of deception waiting to be unraveled. Today, I would like to peel back the layers of data deception and uncover the profound human stories lurking beneath the numbers. […]