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…
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”
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?”
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”
Imagine a world where the scoreboard in sales doesn’t just tally wins and losses. It’s easy to fixate on the rush of closing a deal, but what if I told you that’s a narrow view of success? In the high-stakes world of sales, the thrill of closing a deal can often overshadow the true essenceContinue reading “Redefining Success in Sales: Why Winning Isn’t What You Think”
Profitable growth isn’t confined to financial lingo like “margin” or “costs.” It’s an expansive concept that extends beyond monetary metrics. Its roots dig deep into areas often overlooked: the mindset we cultivate, the selectivity in our strategic decisions, and our commitment to continued learning. The essence of profitable growth lies in organizational disciplineContinue reading “Growth vs Profitability”
Sales development is something much wider and deeper than sales metrics, let alone sales techniques. Its roots lie outside the traditional sales sphere, in education, organization, discipline, and, beyond that, in fostering autonomy and a collective consciousness of self-reliance within the team. It cannot be produced by slick strategies crafted by external consultants or aContinue reading “Sales development is not about selling only”
Last week, I had the opportunity to attend the VivaTech exhibition, one of the most anticipated tech events of the year. The experience was both enlightening and provocative, offering a window into the current state and future direction of technology and innovation. Here are some of my key takeaways: The Mental Health Gap One ofContinue reading “Reflections on VivaTech 2024: A Deep Dive into Innovation and Human Values”
Recently, I immersed myself in a global CRM project, overseeing both its architectural design and deployment. As a salesperson, my inclination naturally gravitated towards the deployment phase, albeit overseeing the architectural intricacies. What struck me profoundly was the expansive scope of a CRM system. While conventionally viewed as a sales tool, its reach extends farContinue reading “Selling is More Than Just Sales”
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”
Learning for Performance