I recently spoke with a business owner eager to boost her company’s commercial performance. When I asked about her plan, she said something that caught my attention: “I have old salespeople. I need to change their methods.” Curious, I asked what those methods were. She didn’t know. I asked what they were good at. Again,Continue reading “Old-School Sales Reps? Here’s Why That Might Be Your Superpower”
Category Archives: Blogs
What Mesopotamia Can Teach Us About the Future of Sales
Ancient Mesopotamia, regarded as the cradle of commerce, established foundational principles such as tracking trades and fostering trust that still resonate today. Modern sales has fragmented into specialized roles, often losing essential human elements. By embracing a mindset rooted in relationships and ethics, we can reconnect with the true spirit of commerce.
AI could be beautiful, if we dare to make it small!
The Industrial Revolution propelled humanity into a new age, of prosperity for some, and pollution for all. Coal, oil, and steel built empires, but also scarred the planet. Only after securing their wealth did leading nations start setting environmental rules, expecting latecomers to comply with standards they themselves ignored during their ascent. Today, we seemContinue reading “AI could be beautiful, if we dare to make it small!”
Small is Beautiful
There must be a mid-point between the entrepreneur who sacrifices their life to their business and the 9-to-5 employee who trades time for a paycheck.What if success didn’t require burnout or blind obedience to scale? In Small is Beautiful, E.F. Schumacher reminds us that human well-being, not endless growth, should be the measure of progress. YetContinue reading “Small is Beautiful”
Excellence vs. Perfectionism in Quantum Selling: The Invisible Line That Changes Everything
In today’s complex, fast-moving sales environment, the difference between excellence and perfectionism isn’t just philosophical—it’s strategic. One expands possibility, the other collapses it. One builds trust and flow, the other creates pressure and control. In Quantum Selling, this difference can make or break the relational field between buyer and seller. Seeking Excellence means aiming high while embracing growth, presence, andContinue reading “Excellence vs. Perfectionism in Quantum Selling: The Invisible Line That Changes Everything”
Your Sales Team Is Underperforming. But Are You Solving the Right Problem?
We love solving problems. It’s how we’ve been trained—from classrooms to boardrooms. In fact, we’re so good at solving problems that we’ve forgotten how to define them. Nowhere is this more visible than in sales. When the numbers slip, our reflex is immediate: It feels decisive. It signals leadership. It shows we’re “doing something.” But here’sContinue reading “Your Sales Team Is Underperforming. But Are You Solving the Right Problem?”
Taking Time Is Not Equal to Wasting Time
In our rush to embrace new technologies, are we unintentionally sacrificing human connection? We justify this trade-off with buzzwords like efficiency, speed, and quality, but I can’t help feeling that we’re losing something essential along the way. Sales management is a prime example. The more technology we adopt, the more mechanized the process becomes. We dissect the sales journey intoContinue reading “Taking Time Is Not Equal to Wasting Time”
Hit the road Jack!
Right before the start of the weekend, Friday evening at around 8 p.m., I was searching for an old email on a completely unrelated matter when I suddenly came across a message. It was an email on an ongoing delicate topic that I did not appreciate. Over the weekend, this topic kept wobbling in myContinue reading “Hit the road Jack!”
Balancing Client Quantity and Revenue Quality in Business
This week, I had a fascinating discussion with a business owner about the size of a business and the balance between client quantity and revenue quality. The question was simple yet profound: Is it better to generate €2M with 18 clients, or €1.8M with just 10 clients? The answer, as with most things in business,Continue reading “Balancing Client Quantity and Revenue Quality in Business”
Leadership and Followership: A Dynamic Dance of Roles
Leadership is often celebrated as the pinnacle of success, while followership remains misunderstood and undervalued. Yet, in modern organizations, followership is not passive; it is an active and noble role, requiring the same finesse and skill as leadership. Together, these roles form a dynamic interplay that drives innovation, resilience, and success. Contrary to the passiveContinue reading “Leadership and Followership: A Dynamic Dance of Roles”
Learning for Performance 