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Strategy and execution

Stairway to Change Heaven
 Stairway to Change Heaven 1024 481 Bruno Sireyjol
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Most change initiatives don’t fail because the strategy is wrong. They fail because the change was announced and forced – not led. In a world where the need for transformation has become permanent, leaders often confuse motion with progress. Real change requires discipline and sequencing. Above all, it requires commitment. Based on years of observing…

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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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Business performance: easy on benchmarking.
 Business performance: easy on benchmarking. 1024 518 Bruno Sireyjol
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Benchmarking—comparing your performance against industry peers or internal business units—is a common approach to improving results. It can relate to strategic direction, organizational structure, systems, or performance enhancement. While benchmarking can offer valuable insights into areas where your company may be falling behind, it can also be counterproductive if you fall into common traps—starting with…

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Manage Your Board Like a Strategic Customer
 Manage Your Board Like a Strategic Customer 1024 576 Bruno Sireyjol
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For founders of startups and scaleups, the board can feel like another stakeholder group to report to, manage, and sometimes endure. But what if you approached your board not as an oversight committee, but as a strategic customer? We teach teams how to navigate complex buying processes, align with key stakeholders, and drive consensus to…

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Sales performance audit: leveraging Lean Management 4M’s.
 Sales performance audit: leveraging Lean Management 4M’s. 1024 640 Bruno Sireyjol
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In May last year, we emphasized that auditing sales performance was not just a numbers game. This runs contrary to the claims of so-called “sales scientists” who rely on irrefutable industry KPIs or “growth hackers” proven recipes (See our article: Auditing Sales Performance: Beyond Numbers.) Auditing sales performance is a holistic process that examines culture,…

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