People decide from two directions: towards something or away from something. Why advisory conversations often hear only one of them – and which question changes that.
Towards or away from: the two directions of every decision Weiterlesen →
Pricing discipline in sales rarely fails because of the market. It fails because of exceptions nobody measures – three places where margin is lost, and a grid for your own assessment.
In bank sales, omnichannel rarely fails because of the app. It fails because channels are counted against each other – three places where it gets stuck, and what helps in the first 90 days.
Omnichannel in bank sales: the branch is not the problem. Weiterlesen →
“What the customer wants, we build!” sounds like customer focus but often means abandoning strategy. The questions you should clarify before every commitment.
Markets shift faster than business models. How to recognise that your model is under pressure – and which adjustments pay off for mid-sized businesses.
Strategies for adapting business models in SMEs Weiterlesen →
Growth pushes structures to their limits: decisions take longer, alignment becomes more complex, conflicts increase. Five early decisions determine whether your company can carry this phase.
When the business grows: 5 decisions you should make early Weiterlesen →
Six simple questions – what, why, when, how, where, who – structure every sales conversation and reveal the customer’s actual motives.
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