Entries by Christian Maurer

Are you suffering from “Top of Funnel Myopia”?

Bob Apollo recently launched a poll on LinkedIn asking: “Which one of the following initiatives has the greatest potential to boost your organisation’s sales performance ?” a) Finding more qualified opportunities b) Shortening our average sales cycle c) Increasing average sales win rates d) Qualifying bad deals out earlier e) Improving sales & marketing co-operation […]

Ask ‘why’ five times

This is the method Taiichi Ohno, pioneer of Toyota production systems, recommended to get to the root cause of a problem. My thought was that this principle could serve well in sales. In specific, it can be used to find out whether an opportunity exists and if it is real and worth your while to […]

How do you know your sales-effectiveness initiative is successful?

Christian Maurer, a Paris-based Consultant, Trainer and Coach, writes… Donal Daily’s Sales 2.0 Network blog says to include ‘non-revenue objectives’ when judging the success of sales-effectiveness initiatives. One example they use is, ‘better qualification or common sales language across the organisation’. They reason that revenue is a lagging indicator. This is especially the case for […]

How the C-Level makes or breaks sales performance

Christian Maurer, a Paris-based Consultant, Trainer and Coach, writes… Sales performance is at its lowest in years. When thinking about remedies, the first thought usually goes towards initiatives, mostly in the form of training, focused on helping sales people to increase their performance in light of the ‘new normal.’ What is the ‘new normal’? Undoubtedly, sales people need to adapt […]