In the fast-paced world of sales, where unpredictability reigns supreme and every deal hangs on the balance of a multitude of factors, the conventional wisdom often peddled is that selling is helping. But is it really as simple as that? Is the act of selling truly synonymous with aiding others, or is there a deeper,Continue reading “The Antifragile Sales Mindset: Embracing Learning Over False Mantras”
Category Archives: Sales
The Art of Sales: Drawing Parallels Between Theatre and Selling
This week, I had the privilege of visiting a quaint little theatre in Lyon, with only fifty seats. The purpose of my visit was to explore the intriguing similarities between two seemingly different professions: acting and selling. During my time there, one particular insight stood out, shared by the director. In this small theatre, survivalContinue reading “The Art of Sales: Drawing Parallels Between Theatre and Selling”
Navigating the Unpredictable Waters of Probability and Authenticity
In the world of sales, there exists a curious paradox: a seller can meticulously follow every rule, employ every technique, and still find themselves unable to close the deal. Conversely, a seller could seemingly fumble at every turn and yet emerge victorious, clinching the deal against all odds. How can this be? The answer liesContinue reading “Navigating the Unpredictable Waters of Probability and Authenticity”
The Pitfalls of Compartmentalization of Sales: Losing the sight of commerce essentials
In the ever-evolving world of sales, businesses often resort to compartmentalization as a means to streamline processes and improve efficiency. While this approach does have its merits, it can also inadvertently contribute to the mechanization of sales, leading individuals to forget the very essence of commerce. In essence, compartmentalization divides the sales process into specializedContinue reading “The Pitfalls of Compartmentalization of Sales: Losing the sight of commerce essentials”
Business Outcome
Business Outcome Although it may seem obvious, I realize that people in business often lose sight of the actual business outcome, ironically. Even those who believe they have it, often confuse the business outcome with business output. Allow me to explain. I was recently with a group of individuals focusing on the coaching competencies ofContinue reading “Business Outcome”
Leadership: Expectations vs Desire
One of the most awe-inspiring lessons I’ve learned about leadership is the peril of harboring unrealistic expectations. It’s a trap many leaders unwittingly fall into, and it’s time to break free from this common mistake. Imagine this scenario: you’re presenting a groundbreaking change to your team, filled with enthusiasm and expecting every member to jumpContinue reading “Leadership: Expectations vs Desire”
Compound effect in selling
With the state of art tools in sales (CPQ, CRM…), we tend to over-complexify the performance analysis. Large corporations with the means to use and implement those tools do most of those analyses to « please » some executive directors, who « sell » those indicators in the board meetings. A significant difference exists betweenContinue reading “Compound effect in selling”
A great skill of leadership in sales: Paying attention
While discussing difficult situations with a sales manager, he mentioned a salesperson in his team missing targets several months in a row. While explaining how he approached the problem, at some point, he said, “I paid more attention to him.” I asked him to explain how. Here is how he responded: “I just paid moreContinue reading “A great skill of leadership in sales: Paying attention”
Doing vs Knowing
Each time I work with sales teams or individuals who significantly improve their performances, I receive the same question: What is the secret behind that? Because people cannot believe the simplicity of what we are doing. The secret of reaching high performance is that there is no secret. It is just about doing the simpleContinue reading “Doing vs Knowing”
Shibumi in selling – part 2
Shibumi in selling – part2 Last week, I wrote about the term Shibumi (it is the name of the famous novel of Travenian). In this post I would like to explore more about Shibumi in selling. Shibumi in selling is selling without selling out. It is to have such a product or service that youContinue reading “Shibumi in selling – part 2”
Learning for Performance 