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Auditing performance? Start with meetings.
 Auditing performance? Start with meetings. 1024 683 Bruno Sireyjol
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We have written many times about auditing sales and operational performance. As we put it in our article “Auditing sales performance: beyond numbers,” performance audits are too often reduced to a spreadsheet exercise -reviewing numbers, ratios, and pipeline conversion rates. Worst case, performance issues are blamed solely on sales talents. Worst case, performance issues are…

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Auditing sales performance: beyond the numbers.
 Auditing sales performance: beyond the numbers. 1024 585 Bruno Sireyjol
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Sales performance is the heartbeat of B2B organizations. Yet, amidst the clamor of sales scientists’ irrefutable industry KPIs and growth hackers proven recipes that worked elsewhere, lies a critical oversight : to boost sales performance, you should focus on sales numbers only. Preliminary audit consists in entering basic numbers into a well-oiled framework. This is…

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Sales and leadership: buzzwords and empty phrases.
 Sales and leadership: buzzwords and empty phrases. 626 417 Bruno Sireyjol
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Certain words and phrases, despite sounding impressive, often lack substance. In this article, we explore some of the buzzwords in the realm of sales and sales leadership. A bit of humor inspired by real life situations before the holiday season.   Win/Win: a passive mentality in the negotiation phase, consisting of accepting any request from…

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Bold & Sharp Organizational Health Index
 Bold & Sharp Organizational Health Index 1024 575 Boldandsharp
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The Bold & Sharp Organizational Health Index is ready. A limited version is available for download here. To get the full version, contact us and let us know how we can help. This index is for you if : You are overachieving but you are feeling something wrong may happen. After all, planning and anticipating…

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Bold & Sharp Sales Operations Index
 Bold & Sharp Sales Operations Index 1024 510 Boldandsharp
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Sales operations are supposed to be the armed wing of sales organizations. From goals setting to compensation programs, from sales enablement to best practices adoption, they should be the ideal partner that helps sales organizations focus on what they are paid for : selling more and selling better. How come sales ops are so much…

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Negotiation Ninja
 Negotiation Ninja 1024 541 Boldandsharp
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Getting the best possible for yourself is what negotiation is all about. The best negotiators, know how to win with no or few concessions. It does not mean win/win approaches are for losers. But pricing discussion and discounting, which are often leveraged in sales to land deals, have little to do with a well conducted…

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Business charts on a screen
Sales and marketing performance index
 Sales and marketing performance index 1024 683 Boldandsharp
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B2B sales leaders in find it difficult to understand the respective and combined role and impact of the sales and marketing functions. Efforts to transform sales and marketing often suffer from the lack of methodology and understanding of what benefits to expect from digitization or optimization of both functions. Bold & Sharp Sales and Marketing…

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What if ABM was just the ABC’s of selling…
 What if ABM was just the ABC’s of selling… 640 424 Boldandsharp
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ABM platforms are said to go mainstream. Before you decide to join the bandwagon, let’s try to understand what’s behind the acronym and the technology that is supposed to serve the approach. This article is neither a plea for ABM nor an ABM platforms quick and dirty evaluation. It is intended to guide you through…

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