A strong sales transformation strategy needs to change what salespeople do when they return to real customer conversations. That is why customised workshops can be far more useful than generic training sessions. Instead of teaching the same techniques to every organisation, a tailored workshop can focus on specific weaknesses in …

Sales coaching is the ongoing process of helping salespeople improve the behaviours, decisions and conversations that influence their results. Instead of simply telling someone what target they need to hit, effective coaching examines what happens before the number appears. That could mean looking at prospecting habits, qualification decisions, discovery conversations, …

For a growing company, sales transformation becomes increasingly important when the methods that helped the business reach its current size stop producing predictable results. Founder relationships, individual sales talent and informal processes can work surprisingly well during early growth. As the sales team expands, however, these approaches become harder to …

Do you have a head of sales or a top rep with extra meetings? Antoine runs a SaaS scale-up between Paris and London. Last year he promoted Claire, his best rep – the one who was constantly beating quota and closed the enterprise deal everyone still talks about – to …