In the realm of sales leadership, facing challenges is inevitable. Among the trio of challenges — Mindset, Skill Set, and Tool Set — the focus today is on the pivotal role of the learning mindset. When contemplating the ideal mindset for a salesperson, the answer resonates with the “learning mindset.” This isn’t about formal education […]

In my extensive journey collaborating with diverse sales leaders across varied cultures and landscapes, a tapestry of challenges has emerged. Today, let’s delve into the intricate threads woven into the fabric of sales leadership predicaments. 1. The Mindset Conundrum: At the heart of leadership excellence lies a critical determinant – the mindset. My observation resonates […]

In the ever-evolving landscape of business, conversations about performance metrics are commonplace. Whether you’re a manager in a corporate setting or an entrepreneur charting your own course, the significance of metrics cannot be overstated. However, amid the sea of data, there lies a deeper question that often goes unexplored: What is the desired business outcome […]

In the fast-paced world of sales, where every interaction is a chance to make a lasting impression, mastering the art of coaching can be the game-changer. Beyond mere transactions, it’s about forging genuine connections, guiding customers, and transforming lives. At the heart of this transformative journey lie two fundamental pillars: awareness of the customer and […]

  In the fast-paced world of sales, the phrase “selling is helping” has been a mantra echoed in sales training sessions, motivational speeches, and self-help books. But is it just a catchy phrase, or is there a deeper truth behind these words? Let’s unravel the layers and explore the concept of selling as a journey […]

In the fast-paced world of sales, where unpredictability reigns supreme and every deal hangs on the balance of a multitude of factors, the conventional wisdom often peddled is that selling is helping. But is it really as simple as that? Is the act of selling truly synonymous with aiding others, or is there a deeper, […]

This week, I had the privilege of visiting a quaint little theatre in Lyon, with only fifty seats. The purpose of my visit was to explore the intriguing similarities between two seemingly different professions: acting and selling. During my time there, one particular insight stood out, shared by the director. In this small theatre, survival […]

In the world of sales, there exists a curious paradox: a seller can meticulously follow every rule, employ every technique, and still find themselves unable to close the deal. Conversely, a seller could seemingly fumble at every turn and yet emerge victorious, clinching the deal against all odds. How can this be? The answer lies […]

In the ever-evolving world of sales, businesses often resort to compartmentalization as a means to streamline processes and improve efficiency. While this approach does have its merits, it can also inadvertently contribute to the mechanization of sales, leading individuals to forget the very essence of commerce. In essence, compartmentalization divides the sales process into specialized […]