The Player-Coach problem: Why it fails B2B sales teams
Do you have a head of sales or a top rep with extra meetings? Antoine runs a SaaS scale-up between Paris and London. Last year he promoted Claire, his best rep – the one who was constantly beating quota and closed the enterprise deal everyone still talks about – to …
A market slowdown is a mirror. 5 actions to take now to keep control
Sales are down. Blaming the market is a natural reflex. But is it the right diagnosis? I had a call not long ago with the founder of a mid-market B2B software company. Clara had built the business over seven years, grown it to thirty people, a sales team of five, …
The two types of sales coaching. And why one of them isn’t really coaching at all.
The two types of sales coaching. And why one of them isn’t really coaching at all. Marcus had been running a mid-market logistics software business for six years (I have adapted the name and specifics for privacy reasons). Forty people. A sales team of eight. One sales manager he trusted …
The forgetting curve. Or why sales training should be like tutoring your kids
Sales teams often face multiple challenges – from excessive discounting to lengthy sales cycles or challenges with cold calling. How best to tackle these issues? The approach parent take in tutoring their children presents hints for a successful sales training approach. How do you tutor your kids? Do you have …
