Turn the page ASAP
These were the words from Mark Schneider, CEO of Nestlé, at the "Forum Horizon 2021". Great and rich discussion around the Swiss economy, geopolitical aspects (China/US) and technology (innovation).But "how to turn the page" with a more human leadership? very...
How do we define commercial excellence?
- Strategy: create a consistent sales strategy across all divisions; Master the art of pricing in order to improve profits; know your customers- Training: realize the full potential of your sales and commercial organization- Assets: design impactful sales content to...
What is Commercial Excellence?
We all know that the pandemic has accelerated strategies around digital transformation, social responsibility, data security etc. But no surprise to see that top priorities, for nearly 25% of the CEOs, are also areas in which commercial excellence works to improve:...
The magic of strategy deployment
Trace your best itinerary to execute your sales strategy and win - “So you’re passionate? How passionate? What actions does your passion lead you to do? If the heart doesn’t find perfect rhyme with the head, then your passion means nothing. The OKR framework...
Conduct account planning
In this paragraph, we will discuss how to conduct account planning. Firstly, the account planning methodology has to be agreed at CXO, sales and services executive team level. Secondly, it should be flexible enough to accommodate your company specific needs. Format...
Select the right key accounts
In this paragraph, we will discuss how you can select your key accounts. Firstly, prove that the concept is right: identify barriers and demonstrate success. Don't add to many key accounts (3 max) at the start of your program. Secondly, develop criteria for selecting...