Roles, structure, process and management rhythm in a sales organisation that can scale.
Featured · Sales Organisation
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
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
Before recruiting another salesperson, define the commercial task the organisation actually needs to perform.
· 3 min read
Trygve Nordly