When I first learned about the zero-sum game in my Economics 101 class, it seemed like a neat academic concept. A simple equation: one party’s gain is another’s loss. It made sense in the realm of game theory, useful in modeling competitive behavior in markets, negotiations, or international trade. But over time, I’ve come to realize somethingContinue reading “The Hidden Cost of the Zero-Sum Mindset”
Category Archives: Performance
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”
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”
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?”
Learning for Performance 