Strategy and execution

Scenario Planning – Part 2: reinvent your business idea.
Scenario Planning – Part 2: reinvent your business idea. 1024 683 Bruno Sireyjol

Crisis Management, geopolitics, foresight: there are multiple applications of Scenario PlanningIn the corporate world, scenario planning is akin to an upgraded version of strategy that aims to perceive and anticipate multiple futures. This makes it useful for testing the robustness of a business idea to adjust or reinvent it.   In our first article on…

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Scenario Planning – Part 1: A Strategic Tool Within Reach for Sales Leaders
Scenario Planning – Part 1: A Strategic Tool Within Reach for Sales Leaders 1024 713 Bruno Sireyjol

As sales leaders rise in the hierarchy, sales skills tend to fade in favor of other competencies such as innovation and strategy. Scenario planning is one of the strategic tools to master.   In our article on Blue Ocean Strategy, we emphasized that concepts like the value curve and the four actions framework aren’t reserved…

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On Customer Success in B2B – Part 2
On Customer Success in B2B – Part 2 612 408 Bruno Sireyjol

Measuring customer success beyond conventional metrics.   In our first article on customer success, we discussed how to move from a basic measure of customer health to a holistic approach to the customer experience. This shift requires aligning, even integrating, sales and customer success teams, focusing on value from first customer contact to value realization.…

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On Customer Success in B2B – Part 1
On Customer Success in B2B – Part 1 1024 576 Bruno Sireyjol

Moving Beyond NPS and implementing a comprehensive approach to Customer Success   The divide between sales and Customer Success departments is at least as well known as that between sales and marketing. In the Bold Sharp Sales Marketing Index, customer experience is assessed in the “Alignment” sub-section of the “Excellence” category of the “Engine of…

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Sales: exploiting the Blue Ocean strategy.
Sales: exploiting the Blue Ocean strategy. 1024 585 Bruno Sireyjol

The Blue Ocean strategy is not just for strategists. It provides a powerful framework for sales professionals to rethink their entire sales approach, from qualification to value creation. In the competitive landscape of sales, where companies vie for market share and customers’ attention, finding ways to stand out can be challenging. In crowded “red oceans”,…

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Failure does not mean the same thing in sport and in the business world
Leadership: failure is failure.
Leadership: failure is failure. 1024 614 Bruno Sireyjol

You’ve probably seen and perhaps reacted to the video of Giannis Antetokounmpo answering a journalist’s question about the Bucks’ season: “should we consider the Bucks’ season a failure”. Yes, Mr. Journalist, you don’t get promoted every year, but that doesn’t mean your career is a failure. Yes, failures are small steps towards success. Yes, you…

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Winning teams
The Keys to B2B Key Account Management
The Keys to B2B Key Account Management 1024 683 Boldandsharp

Key account management is an organizational process used by B2B vendors. The name is self-explanatory: the point is to adopt a specific approach with your most strategic customers. Many KAM programs fail, are partially implemented, or dropped after a few months. Here are 5 mistakes to avoid if you want to fast forward your KAM…

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Bold & Sharp Organizational Health Index
Bold & Sharp Organizational Health Index 1024 575 Boldandsharp

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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5 management mistakes and how to fix them
5 management mistakes and how to fix them 640 427 Boldandsharp

Being a sales manager is not easy, especially level 1 management, where you are in direct contact with your sales people. You have to find the balance between managerial fundamentals, coaching, guiding, innovating while driving the business of your team. In working with our clients to boost their sales performance, we have identified 5 critical…

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What sales management can learn from Lean.
What sales management can learn from Lean. 640 427 Boldandsharp

Lean means fast, lively, flexible, slender. Renowned for its tools, it would be simplistic to confine Lean to a pool of ideas and methods. Lean is above all the ability to act and react quickly thanks to agile thinking and nimble processes where customer satisfaction, employee satisfaction and team process improvement are at the heart…

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