In a hyper competitive and global marketplace, it will become more and more difficult to compete and differentiate via your products and/or solutions . Winning will mean that you will have to be able to create and articulate value in your customers' conversations. You can or make a difference with the way you sell It might be the last competitive battleground

Everybody in the sales improvement industry knows this- for years. Neil Rackham said in 2013, he would spend 10 dollars to improve his Sales Management for every dollar he would put improving his sales force. Yet, we keep on ignoring the Sales Manager

Sales Leadership is one of the hardest jobs in Sales. The number of tasks -all with a different scope and required skillset, is immense.  In those circumstances,  the sales leader has not enough time for critically looking for and assessing content on different sales and sales leadership content. The job is immense and it's not his or her job either.  Result is that Sales Leaders often get (parts) of information from places that are not current, not accurate, that are biased or even wrong.  It's how information flows these days. Result is a massive failure of sales improvement programs and too many "random acts of sales improvement programs" without any real results.  The failure rates are massive.

Sales and Selling is complex - it's a collection of interactions between organizations, human beings, and technologies. It's a system: each component of the system impacts and is impacted by the other components. It means we can’t optimize the subsystems, we have to optimize the overall system.

We believe in the genius of people. A sales improvement program is a change program, everyone’s involvement is vital to the change. People only do what they really believe in and even more what they own: use the experience of the room and add relevant wisdom from cutting edge experts

Information without action is merely entertainment. Execution is an integral part of strategy and often neglected. A the same time, we do believe people do better, when they know more - there is too much science and knowledge out there that people do not take advantage of

There is too much ambiguity in most (sales) organizations. There are no or unclear definitions of what needs to be done and in the absence of information, people make up their own. Clarity and focus creates speed and momentum and are the basis for results