“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”
Category Archives: Leadership
Old-School Sales Reps? Here’s Why That Might Be Your Superpower
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”
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!”
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”
Why Do Sales Teams Keep Repeating What We Know Fails?
The persistence of ineffective sales behaviors, despite decades of research highlighting their shortcomings, remains a puzzling phenomenon. A survey by ASG of 1,231 buyers revealed that the most off-putting actions in cold outreach include pushing products over understanding customer problems (34%), being too aggressive (26%), refusing to accept a ‘no’ (24%), and coming acrossContinue reading “Why Do Sales Teams Keep Repeating What We Know Fails?”
Profit vs Purpose: A Clash of Priorities in Business Leadership
In the world of business evolution, there’s a growing trend: organizations championing “purpose” over profit. But hold your applause, because there’s a fundamental flaw in this narrative. Let’s address the elephant in the boardroom: suggesting that “purpose” should supersede profit is not just misguided, it’s downright terrifying for shareholders. After all, they invested their hard-earnedContinue reading “Profit vs Purpose: A Clash of Priorities in Business Leadership”
Human Stories Behind the Data
In the intricate world of data analysis, averages often reign supreme, serving as beacons of insight and guidance. Yet, beneath their seemingly innocuous surface lies a web of deception waiting to be unraveled. Today, I would like to peel back the layers of data deception and uncover the profound human stories lurking beneath the numbers.Continue reading “Human Stories Behind the Data”
“Navigating the Quantum Realm of Fluid Intelligence: Embracing Adaptability and Innovation”
In a rapidly evolving world, the ability to adapt and thrive requires more than just a fixed mindset; it demands a quantum leap into the realm of fluid intelligence. Drawing parallels between this dynamic intelligence and the principles of quantum mechanics reveals a fascinating approach to navigating the complexities of our professional and personal landscapes.Continue reading ““Navigating the Quantum Realm of Fluid Intelligence: Embracing Adaptability and Innovation””
Navigating the Quadrant: Understanding B2B Sales Archetypes
I am not a fun of rigid models and archetypes when it comes to selling. Because by experience, I know that every customer is different. Therefore, every interaction is different and salespeople operate in the world of probabilities, not certainties. I keep « B2B buyer archetype matrix » as an exception. I find it valuable as a guideContinue reading “Navigating the Quadrant: Understanding B2B Sales Archetypes”
Learning for Performance 