Most companies define their Ideal Customer Profile as a marketing concept. But attractiveness is not profitability. Discover how to turn your ICP into a measurable scoring system that connects directly to cost-to-serve and sales efficiency.
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Why Sales Velocity Should Replace Sales Results as Your North Star
Deals, size, win rate, and cycle. Easy to say. Hard to master. The problem with results-only thinking Most sales teams are managed through results; revenue, growth, margin.But results are a consequence, not a cause. You can celebrate hitting target this quarter… and still be heading toward a wall.Because results show you the past. Velocity shows you theContinue reading “Why Sales Velocity Should Replace Sales Results as Your North Star”
The Value of Choosing Customers in Modern Commerce
There was a time when the word commerce meant something entirely different from what it does today. In ancient civilizations — from the Phoenicians to the Silk Road merchants — commerce was not about selling. It was about connecting.Merchants were not transaction-makers. They were peace-makers. They travelled between cities, languages, and belief systems, carrying goods, ideas, and stories.They tookContinue reading “The Value of Choosing Customers in Modern Commerce”
Removing Masks: A Journey to True Selling
It was a cold, rainy Friday evening in 2011.We were living in Istanbul with my wife, Agathe.I had just returned home after a long week of customer visits across the country. As I walked in, she asked casually,“So, how was your day?” Normally, I would have said “Fine.”But that evening, I felt heavy.And I saidContinue reading “Removing Masks: A Journey to True Selling”
The Unfair Advantage of Subtraction | Ezo Consulting
We often fix problems by adding: new tools, new reports, new processes. But every addition adds weight.
What if the real performance boost comes from subtraction?
Discover how simplifying your commercial system can increase your Sales Velocity — and help your team travel lighter.
Why AI Isn’t Killing Consulting, But Reshaping It
Every conference panel seems to start with the same anxious question: “Will artificial intelligence make consultants obsolete?” It is the wrong question. AI will devour the work that never belonged to us in the first place. It will wipe out endless slide decks stuffed with benchmark charts. It will automate spreadsheet gymnastics that try toContinue reading “Why AI Isn’t Killing Consulting, But Reshaping It”
When Profit and People Finally Shook Hands
“Some days I feel like we’re running faster just to stand still,” Marc sighed as the espresso machine hissed in the corner of his boardroom.“Revenue’s up. Margins? Not so much.” If you lead a B2B company, you’ve probably felt that same tension.You grow, hire more salespeople, win bigger logos—yet the bottom line refuses to follow.MoreContinue reading “When Profit and People Finally Shook Hands”
How to Choose the Right Consulting Company (Without Falling for the Wrong Promises)
Hiring a consulting company is a big decision.You’re betting not just money, but time, trust, and often the energy of your whole team. And yet, too many consulting engagements disappoint. Not because the consultants aren’t smart or hardworking, but because their value proposition is weak. Vague promises, generic positioning, no clear point of view — theContinue reading “How to Choose the Right Consulting Company (Without Falling for the Wrong Promises)”
Performance vs. Results: A Question That Hit Home
During a recent session with executive leaders, one of the participants asked a question that genuinely stopped me in my tracks: “Emre, throughout the day, you’ve been explaining the difference between performance and results. But when you speak about your business, you say you get paid based on your clients’ results. Isn’t that contradictory?” AContinue reading “Performance vs. Results: A Question That Hit Home”
🟡 Rivalry Done Right: What This Iconic Photo of Rafa Nadal Really Tells Us
Rafael Nadal lost many matches in his career. Against rising stars. Against seasoned pros. Against players who came and went. So why, during the emotional Roland Garros tribute ceremony, are only three men standing beside him in this photo? One word: Rivalry But not just any kind. What Nadal shared with Roger Federer, Novak Djokovic, and Andy Murray wasn’t mere competition. It was somethingContinue reading “🟡 Rivalry Done Right: What This Iconic Photo of Rafa Nadal Really Tells Us”
Learning for Performance 