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”
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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”
The power of “I don’t know”
Sales has long been likened to a competitive sport, where dominance, expertise, and force are seen as the keys to success. But what if impactful selling isn’t about overpowering objections, but about redirecting and flowing with them? Drawing inspiration from the martial art of Aikido, we explore how embracing balance, agility, and empathy can redefineContinue reading “The power of “I don’t know””
Montreux and AI
What does Montreux—a serene Swiss town nestled by Lake Léman—have to do with Artificial Intelligence? At first glance, nothing. But let me explain… Last week, I was invited to speak at a conference in Lyon about the transformative impact of AI on the sales profession. To frame my talk, I posed three essential questions: The audienceContinue reading “Montreux and AI”
Why Do We Only Build Sales Teams with Salespeople?
Reading Yes to the Mess by Frank J. Barrett sparked an intriguing thought: Would you build a football team with only defenders? Or a jazz band with only saxophonists? Of course not—it would be absurd. Even in business, you wouldn’t construct a finance team entirely from accountants. So, why do sales teams consist solely ofContinue reading “Why Do We Only Build Sales Teams with Salespeople?”
Reclaiming Your Pace: Lessons from the Highway
ot too long ago, I found myself on the highway, eager to embrace the freedom of driving at my preferred speed of 140 km/h. I engaged my adaptive cruise control, excited for a smooth ride ahead. However, the experience didn’t unfold quite as I expected.
As I cruised along, another car entered my lane…
Sales Optimization vs Sales Maximization
Recently, I have come across a blog post of Seth Godin where he shares his insights about Maximization and Optimization. It provoked a thought process and the question popped up almost instantly… How would that apply to sales ? Here it is… 1. Maximization of Sales: A maximization mindset in sales focuses on drivingContinue reading “Sales Optimization vs Sales Maximization”
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?”
Sales Performance vs. Sales Results
What if I tell you that your sales performance is not the same as your sales results? Every time I share this thought with a sales leader, I am often met with disbelief. Eyes wide open, they firmly disagree. However, let me explain. Sales is a performance-driven profession, much like sports. You canContinue reading “Sales Performance vs. Sales Results”
The Salesperson of Yesterday: Rediscovering the Essence of Commerce in a Digital World
In the fast-paced business world, we often romanticize the *salesperson of yesterday*, imagining a bygone era of personal connections, simpler transactions, and trusted relationships. But here’s a provocative idea: *the salesperson of yesterday never existed.* What we understand today as the role of a salesperson is, in fact, a relatively new concept, born outContinue reading “The Salesperson of Yesterday: Rediscovering the Essence of Commerce in a Digital World”
Learning for Performance 