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 | May 26, 2015 | Strategy
Getting it right is more important than ever! Mention “sales management” challenges to directors of small and medium sized IT companies and observe the unfolding pain in their eyes. They are tormented by constant new holy grails of sales wisdom: “You don’t...
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...
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...
