by Thomas Boerve | Jan 30, 2021 | Article, Leadership & Transformation, Sales
Setting up virtual sales for long-term success FollowFollow Key takeaways – COVID-19 has fundamentally shifted seller/buyer interactions towards more digital & virtual interactions – Sales leaders need to address this shift with immediate actions to...
by Thomas Boerve | Jun 30, 2020 | Article, Sales
The future of human-led sales interactions FollowFollow Sales organisations will need to find their feet in a new normal. The new normal is shaped by a shift that has been underway for quite some time but the speed of change has been greatly accelerated by the recent...
by Thomas Boerve | Mar 13, 2020 | Article, Leadership & Transformation
The message to Commercial Leadership when the downturn hits FollowFollow After the longest economic expansion in recent history, business leaders are now faced with some initial indications that the economic tides might be turning.The experienced leader will have seen...
by Thomas Boerve | Dec 28, 2019 | Article, Sales
The Death of the (Average) Salesman FollowFollow While “consultative selling” has been a hot topic for decades now, the truth of the story is that very few organisations have really needed it and even less ever gotten around to really practice it. Between most B2B...
by Thomas Boerve | Dec 19, 2019 | Article, Leadership & Transformation, Sales
The New B2B Growth Playbook FollowFollow For many years, the typical medicine for declining revenue growth in B2B organisations was quite simple; improve salesforce capabilities through training, enablement, and coaching to grow sales. But with average sales rep...
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