by Ursula Dauenhauer | Jun 29, 2018 | B2B Sales Management, B2B Sales Performance, Go-To-Market, Strategy
The hiring and firing of sales people in complex B2B markets seems to become and increasing issue. It puts the breaks on business growth. What’s needed are three crucial steps before you hire. The common story is this: a sales rep is hired because he/she had the...
by Ursula Dauenhauer | Jun 6, 2018 | B2B Sales Management, B2B Sales Performance, Go-To-Market, Strategy
Developing disruptive strategies dominate leadership discussions in all businesses these days. The reason ‘why’ is clear. The ‘how-to’ is not. It is widely accepted that an organisation needs ‘to innovate to be disruptive’. Stop! What was that? Is innovation the same...
by Ursula Dauenhauer | Feb 20, 2017 | B2B Sales Management, B2B Sales Performance, Go-To-Market, Strategy
Are you thinking about writing yet another Business Plan with the intention to grow revenue? If you work like most organizations, you will look at best-practice, analytics, CRM reports and KPIs, possibly taking industry analyst views into account. The eye is firmly...
by Ursula Dauenhauer | Oct 24, 2014 | B2B Sales Management, B2B Sales Performance, Go-To-Market, Strategy
Talk about role plays and observe the cringe factor! Leaning back, arms crossed, disrupted eye contact, deep breath……..and there are the muttered words: “That old chestnut. Well, we all know they don’t really work. Do they?” Well, do they? If they are done well, they...
by Ursula Dauenhauer | Sep 26, 2014 | B2B Sales Management, Go-To-Market, Strategy
Nothing in sales training has a cringe factor like role play. Why? Because it’s not what really happens. Because nobody takes them seriously. Because it’s terrible to do this in front of peer. Fact is: if you want to learn new ways of doing things – the simple truth...
by Ursula Dauenhauer | Sep 26, 2014 | B2B Sales Management, B2B Sales Performance, Go-To-Market, Strategy
Finally, this article “The Four Pillars of Blue Ocean Leadership” by Kim & Mauborgne is challenging the status quo of traditional leadership thinking : “Focus on the values, qualities and behavioural styles that make for good leadership under the assumption that...
