Perspectives on the questions founders, CEOs, boards and commercial leaders face when ambition has to become repeatable, sustainable growth.
Featured · Commercial Growth
Growth rarely stalls because of one isolated sales problem. More often, the commercial model has stopped supporting the ambition of the business.
· 3 min read
The question is not whether your salespeople are Hunters or Farmers. It is whether your commercial organisation has the capabilities required to win, develop and retain the right customers.
· 7 min read
Why building networks across the customer and your own organisation is essential to creating better solutions, stronger delivery and sustainable commercial success.
· 9 min read
Why declining access to decision-makers should trigger a commercial diagnosis – not simply more sales activity.
· 4 min read
Why the modern B2B salesperson must create understanding, alignment and confidence – not simply deliver information.
· 4 min read
Why AI search, self-directed research and changing channel preferences are leadership challenges – not simply marketing trends.
· 5 min read
Relationships remain commercially valuable. Depending on a few individuals to provide market access is the real risk.
· 5 min read
Why research, stakeholder understanding and the ability to connect people are becoming essential commercial capabilities.
· 5 min read
You can hit your revenue budget, have an impressive pipeline and still be heading in the wrong commercial direction.
· 6 min read
Founder-led sales is often a company's greatest early commercial advantage. The problem begins when nobody else can reproduce why the founder wins.
· 3 min read
Strategy is not what leadership agreed in the boardroom. It is what the organisation knows to do differently on Monday morning.
· 3 min read
Before recruiting another salesperson, define the commercial task the organisation actually needs to perform.
· 3 min read
A company can be growing and still have a commercially fragile operating model.
· 4 min read
Trygve Nordly