Marketing, sales and customer success as one revenue team
Most companies run a relay race as their business model: marketing passes the baton to sales, sales passes it to customer success, and everyone hopes nothing gets lost along the way. But those handovers are exactly where revenue evaporates. Those who really want to grow don’t build a relay race — but a team that […]
Accelerating growth through multiple sales channels: how and when
Sooner or later, fast-growing companies hit a limit: their own sales team cannot serve the entire market. Not in capacity, not in speed, not in geography. The solution doesn’t always lie in hiring more — sometimes it lies in choosing more wisely which channels you deploy to work the market. Three sales channels, each with […]
What your company can learn from the Greeks: the Trojan Horse in sales
Twenty-two centuries ago, the Greeks didn’t win the city of Troy by fighting harder. They won by being smart: an offer the enemy brought inside themselves. It sounds like strategy for another era — but the logic is surprisingly relevant today for every fast-growing company that wants to get into new customers faster. The problem […]
From strategy to execution: the MOPSI model for your sales plan
Many companies have a sales strategy. Far fewer have a real sales plan. The difference is bigger than it seems — and it is exactly that difference that determines whether your growth ambitions are actually realized in the field. Strategy versus plan: not the same thing A sales strategy answers the question “what are we […]
The winning 5%: what top salespeople really do differently
Products are looking more and more alike. So are services. In virtually every sector — from software to consultancy, from technology to professional services — functional differentiation is smaller than ever. Customers cannot always technically assess why your solution is better than the competitor’s. What they do assess is how your salesperson conducts the conversation. […]
Vision and mission: more than words on a website
Ask ten sales managers what their company vision is, and nine of them will refer you to the “About us” page. That is exactly the problem. In many organizations, vision and mission have degenerated into decorative text — nicely drafted during a strategy day, never touched again. But for fast-growing companies that really want to […]
Why fast-growing companies need a revenue engine
If you want your company to grow fast — and you do, otherwise you wouldn’t be reading this — simply selling more is not enough. More activity without structure only produces more chaos. What fast-growing companies really need is a revenue engine: a well-oiled system that brings in new customers and new projects in a […]