Commercial Success event in Barcelona!

In a context of fierce competition, and low substitution cost, the importance of communicating effectively our distinctive advantages becomes top priority. We must adopt new and creative ways to attract customers, and keep the ones we already...

True culture of feedback is about giving, not receiving

There is a lot of writing about feedback in the organisational culture, and it is fantastic that many companies are seeing its benefits and increasingly promote it as a part of their culture… In its simplest form, Feedback is the process of telling somebody what we...

A healthy, sustainable and predictable Sales Pipeline

There are a bunch of good reasons to professionalize the sales system of a company. Among these reasons would be to have reliable information we can use to make future decisions, that is, to project our activities considering the expected business results. The best...

10 cent Apples

I keep thinking that some of the most productive moments happen in coffee shops. A few days ago I had the chance to chat with Luis Rodríguez Salgado, enthusiast professional devoted to a very ambitious project: provide knowledge and inspiration for new and not so new...

What an investor would look for in your Sales System?

Sometimes during the process of explaining why sales systems should be optimized, I use this question: “If you had a potential investor interested to have a share in your company, or even buy it, and they asked you to describe your sales system, what would you present...

Your commercial strategy for 2017 starts… in August

Well, actually it depends, it could start in August. If your strategy, however, is to repeat what you sett off for last or previous years, and its execution means doing the same thing and to “work harder” to get there, then no need for hurrying. On the other hand, if...