Most companies define their Ideal Customer Profile as a marketing concept. But attractiveness is not profitability. Discover how to turn your ICP into a measurable scoring system that connects directly to cost-to-serve and sales efficiency.
Category Archives: Sales
Why Sales Velocity Should Replace Sales Results as Your North Star
Deals, size, win rate, and cycle. Easy to say. Hard to master. The problem with results-only thinking Most sales teams are managed through results; revenue, growth, margin.But results are a consequence, not a cause. You can celebrate hitting target this quarter… and still be heading toward a wall.Because results show you the past. Velocity shows you theContinue reading “Why Sales Velocity Should Replace Sales Results as Your North Star”
The Value of Choosing Customers in Modern Commerce
There was a time when the word commerce meant something entirely different from what it does today. In ancient civilizations — from the Phoenicians to the Silk Road merchants — commerce was not about selling. It was about connecting.Merchants were not transaction-makers. They were peace-makers. They travelled between cities, languages, and belief systems, carrying goods, ideas, and stories.They tookContinue reading “The Value of Choosing Customers in Modern Commerce”
Removing Masks: A Journey to True Selling
It was a cold, rainy Friday evening in 2011.We were living in Istanbul with my wife, Agathe.I had just returned home after a long week of customer visits across the country. As I walked in, she asked casually,“So, how was your day?” Normally, I would have said “Fine.”But that evening, I felt heavy.And I saidContinue reading “Removing Masks: A Journey to True Selling”
The Unfair Advantage of Subtraction | Ezo Consulting
We often fix problems by adding: new tools, new reports, new processes. But every addition adds weight.
What if the real performance boost comes from subtraction?
Discover how simplifying your commercial system can increase your Sales Velocity — and help your team travel lighter.
When Profit and People Finally Shook Hands
“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”
Performance vs. Results: A Question That Hit Home
During a recent session with executive leaders, one of the participants asked a question that genuinely stopped me in my tracks: “Emre, throughout the day, you’ve been explaining the difference between performance and results. But when you speak about your business, you say you get paid based on your clients’ results. Isn’t that contradictory?” AContinue reading “Performance vs. Results: A Question That Hit Home”
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.
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?”
Learning for Performance 