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”
Tag Archives: sustainable selling
Sales Performance vs. Sales Results
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”
The Salesperson of Yesterday: Rediscovering the Essence of Commerce in a Digital World
In the fast-paced business world, we often romanticize the *salesperson of yesterday*, imagining a bygone era of personal connections, simpler transactions, and trusted relationships. But here’s a provocative idea: *the salesperson of yesterday never existed.* What we understand today as the role of a salesperson is, in fact, a relatively new concept, born outContinue reading “The Salesperson of Yesterday: Rediscovering the Essence of Commerce in a Digital World”
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?”
Trying to sell
We are planning to build a swimming pool in our garden we contacted three pool construction companies. After three visits I asked my wife (who is a teacher) her opinion about the salesmen visited us. Here is how she profiled them…
How to incentivize sustainable selling?
(2 minutes read) There are two types of management styles for sustainable selling: Management by objectives and management by values. And it is the second one, which brings companies mid-and long-term success and resilience. (To read more about sustainable sales management, please click here) However, it is not that easy to set a bonus systemContinue reading “How to incentivize sustainable selling?”
The secret of sustainable sales management
(4 minutes read) Last week we talked about sustainable selling practices through a concrete sales experience. Today, we are going one step further… and we are going to look into sustainable selling from the manager’s point of view. The management and drive of sustainable selling start with a change in the mindset. The traditional sales mindset considersContinue reading “The secret of sustainable sales management”
Learning for Performance 