During the summer break, along with a discussion with a friend, I said that I did not like to say “if” in general and preferred to take things as they were. Then, she told me about the poem by Rudyard Kipling, “If”. I have never heard about it before. I searched for and loved it. […]

“What if…Without sounding too philosophical, I wanted to highlight one thing. When speaking of sales and business, I see a lot of people thinking and mentioning work-life balance. I strongly disagree with that. To me, we don’t have work-life and private life; we have one life.Well… it sounds nice, but what exactly does it practically […]

Business Outcome Although it may seem obvious, I realize that people in business often lose sight of the actual business outcome, ironically. Even those who believe they have it, often confuse the business outcome with business output. Allow me to explain. I was recently with a group of individuals focusing on the coaching competencies of […]

Recently, I have been working on various projects (investments, new businesses, coaching, training…) and I was not happy with the progress I was making on those different projects. I thought I was lacking discipline. I brought it up during my last coaching session with my coach and I realized that I was not lacking discipline. […]

One of the most awe-inspiring lessons I’ve learned about leadership is the peril of harboring unrealistic expectations. It’s a trap many leaders unwittingly fall into, and it’s time to break free from this common mistake. Imagine this scenario: you’re presenting a groundbreaking change to your team, filled with enthusiasm and expecting every member to jump […]

With the state of art tools in sales (CPQ, CRM…), we tend to over-complexify the performance analysis. Large corporations with the means to use and implement those tools do most of those analyses to « please » some executive directors, who « sell » those indicators in the board meetings. A significant difference exists between […]

While discussing difficult situations with a sales manager, he mentioned a salesperson in his team missing targets several months in a row. While explaining how he approached the problem, at some point, he said, “I paid more attention to him.” I asked him to explain how. Here is how he responded: “I just paid more […]

Each time I work with sales teams or individuals who significantly improve their performances, I receive the same question: What is the secret behind that? Because people cannot believe the simplicity of what we are doing.  The secret of reaching high performance is that there is no secret. It is just about doing the simple […]

Shibumi in selling – part2 Last week, I wrote about the term Shibumi (it is the name of the famous novel of Travenian). In this post I would like to explore more about Shibumi in selling. Shibumi in selling is selling without selling out. It is to have such a product or service that you […]