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”
Category Archives: Sales
Growth vs Profitability
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 not about selling only
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”
Reimagining Sales: How AI Brings Modern Sales Professionals Back to Their Roots
In the aftermath of the Industrial Revolution, sales became a specialized profession. Unlike the multifaceted tradesmen of ancient Mediterranean civilizations, modern sales professionals often focus exclusively on selling, leaving other aspects of commerce—like sourcing, production, and logistics—to separate departments. However, the advent of Artificial Intelligence (AI) presents an opportunity to reintegrate these functions, enabling salesContinue reading “Reimagining Sales: How AI Brings Modern Sales Professionals Back to Their Roots”
Selling is More Than Just Sales
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”
Human Stories Behind the Data
In the intricate world of data analysis, averages often reign supreme, serving as beacons of insight and guidance. Yet, beneath their seemingly innocuous surface lies a web of deception waiting to be unraveled. Today, I would like to peel back the layers of data deception and uncover the profound human stories lurking beneath the numbers.Continue reading “Human Stories Behind the Data”
The Fallacy of “Help” in Sales Pitches: A Call for Authenticity
In the cacophony of modern sales pitches, one word has become a ubiquitous annoyance: “help.” We’ve all seen the LinkedIn posts, the emails, and the presentations promising to “help companies improve” ad nauseam. But are we the only ones fed up with this overused term? It’s time to challenge the assumption that everyContinue reading “The Fallacy of “Help” in Sales Pitches: A Call for Authenticity”
How to Help Sales Teams Focus on Learning Instead of Their Numbers?
In the high-stakes world of sales, where quotas and targets often reign supreme, it’s easy for sales teams to lose sight of what truly drives success: continuous learning and growth. Just like students who are fixated on grades, sales professionals can become overly focused on meeting numerical goals rather than honing their skills and understandingContinue reading “How to Help Sales Teams Focus on Learning Instead of Their Numbers?”
Modern Salespeople Seeking the Virtues of Ancient Tradesmen
Contrary to popular belief, the concept of sales didn’t emerge as a distinct profession until relatively recently. In ancient times, instead of dedicated salespeople, there were tradesmen who handled both the financing, purchasing, marketing, distribution and sales of goods. These tradesmen, predominantly men due to societal norms of the time, played a crucial role inContinue reading “Modern Salespeople Seeking the Virtues of Ancient Tradesmen”
Going Beyond Competition
In a world fueled by comparison and competition, it’s not uncommon to find individuals fixated on outdoing their peers, surpassing benchmarks set by others, and constantly striving to be at the top of their game. Recently, during a conversation with a salesperson, I was confronted with the stark reality of this mentality. This salesperson, visiblyContinue reading “Going Beyond Competition”
Learning for Performance 