Insights
Insights to help you rethink your go-to-market. Articles that inspire you to build the foundation for a long lasting high performance revenue organisation.
Become a Data Driven Sales Leader with this framework.
Everybody talks about making data driven decisions, and being a data driven sales leader. It is generally seen as one of the top skills the modern sales leader needs to be successful. The thing is… Nobody tells you what it entails, Nobody tells you how to be...
A Customer Journey is a waste of time & Money
I understand this will be quite the controversial post. Sharpen the knifes, marketing gurus and consultants! But not before you have read the article, please 🙂 TL;DR There are 5 major reasons why customer journeys are a huge waste of time and money: it is...
4 fundamentals of a worldclass b2b pipeline
Did you know when you look at world-class pipelines, there are four fundamentals that you always find back? Those are: the right customers with the right opportunity, spotless documentation, movement within those opportunities, balance in the pipeline Before we go...
5 Elements for the perfect sales demo
“Thanks you can stop now.” Those 5 words were one of my big learning moments in my early career. The prospect was a huge British telco, and as a security consultant I was giving a demo around building a secure network to be implemented by us. She was obviously bored....
3 Reasons Why a VP Sales should not be cold calling
Why a VP Sales in a startup or early scale up should not be cold calling (or have their own clients). A couple of weeks ago, I saw the post on LinkedIn of a VP sales who proudly said that cold calling was one of his core activities. I was really surprised by this. I...
Embrace these 3 Steps to ramp up sales reps FAST in a scale up
How to ramp up sales reps in a scale up? This is a fundamental question, because on the one hand as a scale up you want to maintain and increase your growth rate, and you do this by adding people. On the other hand, adding people is a downward drag, since you invest...
How to Use Storytelling in b2b Sales
A while ago, I came back from lunch with a couple of colleagues. When we arrived at the office, I heard the office manager yelling: “who drew on my windows?” Well, that who, that was me.Before lunch, we had booked a meeting room to catch up. At one point we were...
Why You need a Revenue Strategy – and how to start with one
The way buyers are buying in B2B is changing dramatically. And so the way sellers are selling, or organizations are creating revenue, should also shift. Although I do see a number of challenges there and a lot of companies risk of staying behind. The only thing you...
How to Double the Revenue of your New Sales Reps
I guarantee you that you can double the revenue of new hires in their first 12 months. I have had 1 (one!) good new hire onboarding experience in my entire career for sales reps. In that company, the fastest new logo deal of a new hire I have seen is 1 week, and most...