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, 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...
by Ursula Dauenhauer | Sep 26, 2014 | B2B Sales Management, B2B Sales Performance, Blue Ocean Strategy, Strategy
“The Challenger Sale”- Great Methodology – Two Big Assumptions”The Challenger Sale” (Dickson/Adams) excites the sales community. It promises an end to therapy questions like “what keeps you awake at night” with endless...
