Sales Does Not Fail. Structure Does.
Why Sales Performance Is Designed Long Before Targets Are Set Most SMEs do not have a sales problem. They have a structure problem. The uncomfortable truth most founders avoid Most founders and CEOs spend enormous time discussing targets, incentives, pipelines, and...
The Hidden Cost of Poor Sales Hygiene
Why seemingly “normal” sales behaviours are quietly eroding your revenue engine Every founder sees declining closures, slipping pipelines, volatile forecasts, or “busy-but-not-productive” sales teams and assumes the sales engine is broken. In reality, the engine is...
Selling on VALUE Not PRICE
Stop discounting your worth. Start communicating your value. In 2007, I learned one of the most defining lessons of my sales career—ironically, not while selling, but while buying. As CEO of an Indian subsidiary of an Italian cookware major, I was setting up their...
Sales Operations Manual : Your Growth Engine
Why do we need a Sales Operations Manual ? Most organisations want predictable revenue. Very few build the system that makes it possible. Finance has GAAP. Quality has ISO. Operations have SOPs. Yet sales — the one function - SALES - responsible for growth — is...
The In-House Sales Academy Blueprint
High-growth organisations are recognising a simple structural truth: sales performance cannot scale without an internally owned, continuously reinforced capability engine. The GASP® In-House Sales Academy Blueprint gives organisations a practical, execution-focused...
Customer Loyalty is the New Marketing
Retention is the REAL Growth Hack — Loyalty now outperforms Lead Gen Customer acquisition may get you growth — but retention gives you momentum. In today’s sales ecosystem, where every click costs and attention is fragmented, loyalty is the only strategy that...