Management

Selling AI, when understood as selling systems that own outcomes, is not an incremental evolution of SaaS selling. It requires different assumptions about value creation, testing, buyers, pricing, and organisational impact. Treating AI as “SaaS with smarter features” may be sufficient in early conversations, but it obscures the real challenges that determine whether these systems can be adopted at scale. Those challenges are not technical. They are systemic.

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

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

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...