(3 minutes read) Over the Easter holidays, I have been re-reading one of my favorite novels, Shibumi from Trevanian. And I re-discovered the term Shibumi, which means being in a most refined way. It represents the elegance of simplicity. In the book, it is explained as follows: “(…) shibumi has to do with great refinement […]

Over the weekend, a friend of mine, who has an executive sales role in a multinational, complained about the organization’s reluctance to execute the strategy. It was a big problem for him. It reminded me of a post from Jonathan Stark that I shared with him, where he says: “Ultimately, every problem is a people […]

I was fed up…! with people telling me how it is different in their countries and how it is impossible to do it. It started all well, indeed. I was thrilled to build a new commercial strategy and start deploying with sales teams in 18 countries. I was doing my best in:–         Communicating clearly–         Developing a sales […]

A while ago, I shared an experience about how being exposed to too many “advice”, “to do”s, and “should do”s on social media encouraged me to go back to foundations and re-read my old favorite books. And a friend of mine asked about the books that I am re-reading. Instead of sharing a list, I […]

We spent our last weekend as a family at a ski resort. My six-year-old son, a beginner, used to ski only on green slopes.  At the end of the weekend, we decided to take a long blue slope with some steep parts. My wife went ahead with my daughter, who is faster, and I made […]

“The world is changing fast, and so as customer needs. The old methods are obsolete. Therefore, we can no more sell as we used to do. That is why we developed a new way of selling…companies that used our method increased their sales by x%…” Does that look familiar? Yes, most of the companies offering […]

It fascinates me how modern business organizations (and training) separate selling from buying. If you are, like me, fad up with salespeople trying to sell you stuff that you don’t necessarily need, I have something that can help you to be aware of those manipulators.  When we buy, let’s say, a pair of shoes, we […]

That one is a long-lasting debate. Coming from the field myself, I have been working with salespeople for more than fifteen years. Each time we needed to make a change (push a new product, expand to a new territory, find a new channel partner, etc.), we talked about how much we should link the commission […]

Straight to the point…I don’t like the tone of some (many indeed) posts on LinkedIn. It is the tone that tells you what to do and what not to do. The tone keeps giving you advice, quotes or books to read, or training or seminar videos to watch. And salespeople are a large target group […]