How do you build a scalable growth machine? The strategic foundations of a winning sales organization
Fast growth is not the same as sustainable growth. Many companies know how to generate revenue based on referrals, but as soon as they really want to scale, they hit the same wall. There is plenty of ambition, but the strategic infrastructure is missing. This article is about exactly that: how to build the foundation […]
Segmentation vs. qualification: working on the right customers and the right projects
In most sales organizations, segmentation and qualification are used interchangeably, as if they were two words for the same concept. They are not. They sit in totally different places in the sales process, serve a different purpose and require a different mindset. Those who understand the difference and apply both systematically will notice their conversion […]
What does a salesperson have in common with a doctor?
A good doctor doesn’t write a prescription before examining the patient. He asks questions, listens, observes and diagnoses, before making even one suggestion about a treatment. A salesperson who truly masters their craft works in exactly the same way. The first conversation with a customer or prospect is not a sales conversation. It is a […]
Cold prospecting is dead, and that’s good news
Is cold prospecting dead? The answer is a resounding yes. And whoever sees that as a loss misses the point entirely. Because what replaces it is more than a substitute: it is a fundamental upgrade of how we as sales organizations make first contact with potential customers. The tyranny of the twenty seconds Let’s be […]
Top-down or bottom-up: how do you approach a prospect for the first time?
The first contact with a prospect may well be the most underestimated moment in the entire sales process. How you get in largely determines how the rest of the journey unfolds. And the choice you make there, top-down or bottom-up, is not coincidence, but strategy. Top-down: powerful, but demanding Top-down prospecting starts at the C-suite. […]
Is sales an exact science?
It is one of our hobbyhorses at The House of Sales: the ambition to turn sales into mathematics. Not because people are being replaced by algorithms, but because intuition alone is not a scalable foundation. The best sales organizations combine human intelligence with the precision of a scientist. And that starts with measuring. Two processes, […]
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 runs […]
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 its […]
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 every […]
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 going […]