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leadership

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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Leadership: breaking free from meeting routine.
 Leadership: breaking free from meeting routine. 1024 683 Bruno Sireyjol
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Meetings should not suck. Nor should they be a necessary evil in business. When effectively managed, meetings can become one of the most powerful tools to drive performance at every level. However, when auditing sales and operational performance, we often hear a lingering complaint from the field about meetings. From the familiar “too many meetings”…

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Leadership: Power Leaders vs. Servant Leaders.
 Leadership: Power Leaders vs. Servant Leaders. 1024 683 Bruno Sireyjol
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In the corporate world, power and influence are not just topics for Machiavellian scheming: they’re integral to the success of leaders navigating the intricate web of corporate politics and decision-making. Robert Greene’s The 48 Laws of Power offers a framework for understanding these dynamics. Some laws align with acknowledged good leadership practices: Play to People’s…

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Coaching: an astounding theory.
 Coaching: an astounding theory. 1024 585 Bruno Sireyjol
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Are personality tests useless?   From Process Communication to MBTI, from HBDI to DISC, there are many tools available to help you get to know yourself better and interact more effectively with others. In short, to perform better. Yet only a tiny percentage of employees who have undergone so-called certification training claim to master these…

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Leadership: passion and resilience, lessons from Phil Knight.
 Leadership: passion and resilience, lessons from Phil Knight. 750 423 Bruno Sireyjol
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Reading is an integral part of the entrepreneurs’ and leaders’ journey. Namely if you work in consulting, your experience and knowledge will quickly expire if you don’t nourish your brain and broaden your perspectives with new ideas and concepts. Reading brings food for thought. But there is so much to do, and so much to…

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Bold & Sharp: vous avez embauché le mauvais patron des ventes
Leadership: did you hire the wrong CRO?
 Leadership: did you hire the wrong CRO? 1024 682 Bruno Sireyjol
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It is easy for companies going through a slump to shift the blame on sales. Dropping sales root causes may range from a lack of alignment between sales and strategy, false or invisible differentiation, sales and marketing divide, or poor product positioning to name a few. Sales may sometimes be the ones to blame. Yet,…

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Sales leadership: 4 étapes steps to reconnect after your vacations.
 Sales leadership: 4 étapes steps to reconnect after your vacations. 1024 540 Bruno Sireyjol
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In our previous article Vacation tips for Sales Leaders, we acknowledged that it is neither possible nor recommended for some leaders to disconnect. Always-on leaders’ brain is never off. Whether you belong to this kind of leader or not, we sincerely hope you enjoyed your vacations. Some of you may have found our tips useful.…

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