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Sales Superstars zijn "fanatical prospectors" ( Jeb Blount) 

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12th December 2021

10:00 Brussels Time

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Webinar -Verkopen in een crisis

Date and time:

12th December 2021

12:00 PM Eastern Time

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What We Believe- First Principles

Sales and the way you sell matters

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

The Sales Leader has the biggest impact on the effectiveness of a sales team

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

The Sales Leader is underserved and often badly informed -This is not caused by the Sales Leader- but it has a negative impact on the quality of the Leadership

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.

Any Sales improvement program needs a holistic approach

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.

Any Sales improvement program needs to be co designed by the Sales team

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

I DO > IQ- But People who Know More Do Better

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

Clarity equals power. Power is the ability to act.

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

Want to Know More?

chief Curator and meta Researcher

Using my 25 plus years experience in different sales roles and industries, I have been connecting the dots between the practises used in those different industries, the information in hundreds of books, articles, courses, podcasts,... into a carefully curated set of topics (modules) , layered and chunked into logical and manageable units of information, templates,  frameworks.

All with the Sales Manager in Mind.

Because the Sales Manager needs acces the best sales content in the world

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