I’m a fan of problem solving, that’s clear from this website. I like problems, I like solving problems and I like pushing teams to solve their problems. After all these years, working with all these teams and seeing both the…
Introduction In many B2B organizations, the marketing and sales teams operate like separate entities, each with its own goals, processes, and metrics. I’ve seen in really all companies I worked for and with. So there’s no shame, it happens to…
Just a few weeks ago I was hiking in the Austrian Alps – don’t ask me why, but I’m happy I joined. It was a great experience, being offline for a week, walking above the clouds, facing some of your…
I’m a very strong believer in KPI’s, how it can drive a business forward, how it supports your strategy and mostly how it drives accountability and transparency with commercial teams. I’ve written earlier on how to do it well and…
Being a self employed professional, a consultant, has its benefits and its downsides. The good thing is you’re responsible for your own success, the downside is that only you are responsible for your own success. This means you have to…
When running a business, a commercial team, direct or indirect sales, e-commerce, revenue marketing or whatever, doing daily mananegemnt is easier and more efficient than the big Quarterly Business Reviews. I’d rather have my team zoom in once a day…
hint: it’s all about leadership, empowerment and accountability In Lean manufacturing, there’s a lot of focus on standardisation. This is born out of the idea to control quality and to minimise waste in the process. Having well documented processes, proper…
Bad news happens fast, good news happens slow Morgan Housel on an interview with Diary of a CEO Morgan Housel, the author of a.o. the Psychology of Money, makes this quote in the context of how compounding on the long…
While writing this post I’m trying to process another fine example of how difficult it is (or seems to be) for many companies to get their sales and marketing teams properly aligned. I always used to joke in a cynical…
I keep on coming back to the topic of KPIs. I’ve written earlier about typical mistakes and how to prevent them, mostly in relation with commercial teams. What I’ve found is that it’s really important to differentiate between leading and…