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Linkedin When it becomes clear that targets won’t be met, the instinct is to act fast. I’ve been there.But I’ve...
That’s what I told my marketing manager. Or said otherwise: every euro spent should be able to justify its existence....
Linkedin I’m curious about something. What made you decide to become a sales manager? Was it developing people, building systems,...
Several years ago, I found myself busy considering the following idea: ‘why not bring decades of real-world experience into the...
Every time I’ve managed teams, hiring sales reps has been one of the trickiest decisions I’ve had to make.And the...
Linkedin (Spoiler alert: this is a true story). This was basically the response one of my contacts received when he...
That’s usually when reality hits, and sometimes it hits hard. I’ve been through this myself, and from mentoring newly promoted...
Linkedin Don’t hire me. Buy a book instead. That’s, in summary, what I told a client. More precisely, I said:“If...
Linkedin “You will manage eight direct reports as well as their teams, directly manage the company’s largest accounts, set up...
When sales targets start slipping out of reach, the instinct is to act fast.But throughout my career, I’ve often observed...
Do your (sales) KPIs really tell you the whole story? This story is not new. I’ve experienced it often, and...
Linkedin That’s, in a nutshell, what I sometimes hear from some professionals when we connect their business ambitions with their...
Linkedin My title is intentionally provocative.Let’s be more specific: I’m not really talking about roles that will (or should) disappear,...
Linkedin In business, as in life, words are never neutral.They reveal beliefs. Beliefs shape behaviors. And over time, behaviors deliver...
Linkedin 2025 is behind us.And like every January, many New Year’s resolutions have already been shared… only to be forgotten...
Linkedin What really defines your leadership: the results you achieve or the culture you build? In the document below, I...
Linkedin On paper, sales is all about numbers. A sales CV is filled with: 120% of target, Presidents’ club, €2M...
Linkedin It’s rarely about the product itself, it’s about how we show up, the value we bring, and whether we...
Linkedin By the time those words come out, it’s often too late, the relationship is weakened, and you are being...
Linkedin In short: which of these four areas should your sales leader, and your sales rep, excel in?🔹 Closing deals🔹...
Linkedin 𝗤𝘂𝗶𝗰𝗸 𝘀𝗮𝗹𝗲𝘀 𝗰𝗵𝗲𝗰𝗸: 𝗰𝗮𝗻 𝘆𝗼𝘂 𝗮𝗻𝘀𝘄𝗲𝗿 𝘁𝗵𝗲𝘀𝗲 𝗾𝘂𝗲𝘀𝘁𝗶𝗼𝗻𝘀 𝘄𝗶𝘁𝗵𝗼𝘂𝘁 𝗵𝗲𝘀𝗶𝘁𝗮𝘁𝗶𝗼𝗻? Managing an account means being in control. Your team,...
Linkedin Having made sales transformation my profession, I’ve found that the true driver of sales success is efficiency, far more...
Linkedin Starting my career in sales was a no-brainer and I’ve never left this profession. My first few years as...
Linkedin After decades as a Sales Director leading sales transformations, I’ve seen one truth play out every time: ‘Your primary...
Linkedin There are three things I’ve learned in 20+ years of navigating sales transformations: ✔ Market shifts are inevitable, they...
Linkedin Leading a sales team that isn’t delivering is a tough spot to be in, I’ve been there. You push...
Linkedin From my 25+ years of working with Key Accounts in fast-paced B2B industries, I’ve learned a fundamental truth: receiving...
Linkedin From my 25+ years of working with Key Accounts in fast-paced B2B industries, I’ve learned a fundamental truth: receiving...
Linkedin 𝗦𝗵𝗼𝘂𝗹𝗱 𝗬𝗼𝘂 𝗔𝗰𝘁 𝗙𝗮𝘀𝘁… 𝗼𝗿 𝗦𝗺𝗮𝗿𝘁? When it becomes clear that targets won’t be met, the instinctive reaction is...
Linkedin If your customers are saying this, it’s time to 𝘀𝘁𝗮𝗿𝘁 𝗱𝗶𝘀𝗰𝘂𝘀𝘀𝗶𝗻𝗴 𝗯𝘂𝘀𝗶𝗻𝗲𝘀𝘀 𝘃𝗮𝗹𝘂𝗲 with your customers. Here’s why: 🔹...
Linkedin ✅ 𝗦𝘂𝗰𝗰𝗲𝘀𝘀 𝗶𝘀𝗻’𝘁 𝗷𝘂𝘀𝘁 𝗮𝗯𝗼𝘂𝘁 𝗵𝗶𝘁𝘁𝗶𝗻𝗴 𝘁𝗮𝗿𝗴𝗲𝘁𝘀. 𝗶𝘁’𝘀 𝗮𝗯𝗼𝘂𝘁 𝗺𝗮𝗸𝗶𝗻𝗴 𝘁𝗵𝗲 𝗿𝗶𝗴𝗵𝘁 𝗱𝗲𝗰𝗶𝘀𝗶𝗼𝗻𝘀.👉 KPIs Are Tools, Not Truths. How...
As we turn the page on 2023, many resolutions have been shared for the new year with close ones. But...
Linkedin An alternative title for this article could have been: “9 Managers You Probably Wouldn’t Have Wanted to Work With”....
In this article, we will explore the following topics: Being a manager, you are well aware that it is a...
We’ve all encountered the mantra: “If you can’t measure it, it doesn’t exist, and you can’t steer it!” . This...
Many reasons explain why transformation projects often fail. A simple web search can reveal the key reasons, and I agree...
The leading CRM providers frequently publish studies indicating that many companies fail to fully leverage their CRM. Their research demonstrates...
When asked about the common traits of exceptional sales reps I’ve encountered, worked with, or managed, I can identify a...
➡️ The way you are treated during a job interview offers insights into how you may be treated as an...
➡️ For Sales professionals, more than ever, interactions with clients need to be meaningful and bring mutual value. Some time...
