As we step into another year of challenges and opportunities, I’ve been reflecting on the key learnings and strategies that have driven success for my sales teams. Here are a few resolutions and lessons I’d like to share:

Thread: Navigating Blue vs. Red Oceans in Sales

1/ Leaving some food for thought this weekend: Sales is often about balancing between the blue ocean (differentiation) and red ocean (competition). Here's how to navigate the tricky middle ground:

This is probably one of the most important ratios to watch. Not every month but once or twice a year to see if you are on the right path with your sales and mkt org. Good read: fastercapital.com/content/Cust...

Google’s NotebookLM now lets you to talk to its AI podcast hosts

www.the-isp.org/gender-parit...

Good overview of major differences in b2c and b2b sales

Sales is the art of balancing: personalized to be effective, generalized to stay efficient. Lean too far into personalization, and you risk losing scalability; lean too far into efficiency, and you lose the human touch. Success lies in mastering the sweet spot where both coexist seamlessly.

Brick and mortar sales down—online sales up.

Forbes…

Seems like people wanna talk about all the locked-up stuff at chain pharmacies and big box stores today. Here’s a gift link to a feature I published a few months ago about why retailers started putting so much stuff behind plexiglass and how badly it’s backfired. www.bloomberg.com/news/feature...

I like this recent Highspot article on sales excellence. The most important element in my view is to indeed build a model and stick to it. For every project I use 3 steps:
a) setup up process
b) create insights and rhythm
c) going for excellence

Very effective

www.highspot.com/sales-enable...

Very true. Especially during this time of the year. 1001 different opinions. In my view one of the most challenging tasks in sales is to find the right plan. I would love a commission free sales plan. Seems a utopic thought right?

Many ask me how important talent is in sales. And yes, it helps especially when it comes to reading situations and timing.

But far more important is an insane level of discipline, relentless follow-up, and rock-solid structure.

Talent might open the door, but it’s discipline that closes the deal

I regret to inform you all that Bluesky has hit “I’m getting asked about it in meetings” levels of taken seriously in terms of marketing.

New marketing strategy just dropped

Navigating the thin line between Blue & Red Oceans in sales.

Blue =differentiation, value, avoiding price wars.
Red =fierce competition and comparison battles.

The challenge? Customers pull you toward the red ocean. Your job:
1️⃣ Highlight your uniqueness
2️⃣ Build confidence in switching
3️⃣ Stay firm