In the world of sales, there exists a curious paradox: a seller can meticulously follow every rule, employ every technique, and still find themselves unable to close the deal. Conversely, a seller could seemingly fumble at every turn and yet emerge victorious, clinching the deal against all odds. How can this be? The answer liesContinue reading “Navigating the Unpredictable Waters of Probability and Authenticity”
Category Archives: Learning
The Pitfalls of Compartmentalization of Sales: Losing the sight of commerce essentials
In the ever-evolving world of sales, businesses often resort to compartmentalization as a means to streamline processes and improve efficiency. While this approach does have its merits, it can also inadvertently contribute to the mechanization of sales, leading individuals to forget the very essence of commerce. In essence, compartmentalization divides the sales process into specializedContinue reading “The Pitfalls of Compartmentalization of Sales: Losing the sight of commerce essentials”
“If”
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.Continue reading ““If””
What if..?
“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 practicallyContinue reading “What if..?”
Business Outcome
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 ofContinue reading “Business Outcome”
Critical Variables of My Life
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.Continue reading “Critical Variables of My Life”
Leadership: Expectations vs Desire
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 jumpContinue reading “Leadership: Expectations vs Desire”
Compound effect in selling
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 betweenContinue reading “Compound effect in selling”
A great skill of leadership in sales: Paying attention
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 moreContinue reading “A great skill of leadership in sales: Paying attention”
Doing vs Knowing
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 simpleContinue reading “Doing vs Knowing”
Learning for Performance 