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tl;dr Relationship builders are often seen as too soft to perform well in sales. Nevertheless, this does not mean that the skill of...

When you ask sales managers what they are responsible for, they say revenue growth. When you ask them how they grow revenue, they say by...

TL;DR Giving up because your environment seems out of control is human, actually, some might not pick up hope once they regain...

If you ask Customer Success Managers (CSMs) what the main benefit of their CS tool is, I would bet that they say “insight in the health...

When companies decide to expand internationally, it often starts with a beautiful deck: market size data, country scoring, and a neat...

Back in 2020, Sequoia Capital published its now-famous memo Coronavirus: Black Swan of 2020 . It spread like wildfire. The memo captured...

tl;dr If you build your sales playbook on characteristics of ‘won deals’ only, you are blind to the reasons why most deals simply don’t...

An analysis of the internationalisation patterns of 281 Dutch SaaS companies

TL;DR: Most conversion rates are actually only displayed on a ‘one-month basis’ in CRMs [see Hubspot below], so a time-series aka....

The English language does not have multiple forms of addressing someone, dependent on i.e. status or hierarchy in a conversation, whereas...

Table of Contents TLDR 3 COMPASS 3 Current situation 3 Types of coaching 4 Types of call coaching 5 Holistic-call Coaching 5 In-call...

Middle managers were asked to make most purchasing decisions on new tech (SaaS) in the last decades as tech got cheaper. Now they are...

I hesitated for a long time to write this article, as it sounds like an excuse and finger-pointing. I think most sales leaders would be...