Relationship Selling
A Call for Authenticity in Professional Networking
LinkedIn, once a humble platform for showcasing resumes and professional connections, has morphed into something different. Earlie…
9 September 2024·English
AllAI in SalesAccount ManagementAgile SalesB2B SalesB2B Sales StrategyB2B Sales TrendsChallenger ApproachDeal QualificationDiscoveryGTM StrategyGenAIHiring
B2B Sales StrategySales Fundamentals
Navigating the Digital Frontier: The Timeless Principles of B2B Sales in a Transforming World
Welcome to the second edition of "Navigating the Digital Frontier." Today, we delve into the question: Has or will B2B sales drama…
8 July 2024·English
AI in SalesGenAI
5 Obvious and 5 Groundbreaking GenAI Applications for B2B Sales
In the dynamic world of B2B sales, the integration of advanced technologies like Generative AI (GenAI) is no longer just a distant…
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IT SalesSales Challenges
The Sales Challenges in IT Services
Let's be honest about what we're all dealing with right now. The post- COVID boom is a distant memory... how nice were the days wh…
7 July 2025·English
Sales LeadershipPipeline Management
One Fact, Two Realities: Is this the new normal?
We live under the same sky of facts yet walk on very different ground. In business and in society. Especially in the political wor…
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Lead GenerationIT Sales
Revitalizing Lead Generation in IT Service Companies
In todayʼs rapidly evolving business landscape, many IT service companies face a significant challenge: the changing dynamics of l…
5 August 2024·English
Sales LeadershipSales Kickoff
Sales Kickoffs: Turning Buzzwords into Business Wins (or Busts?)
I just returned from our annualMimacomSales Kickoff (SKO) in Zurich, and I have to say—Iʼm still riding the wave of enthusiasm. Ar…
3 February 2025·English
Sales MindsetB2B Sales
Navigating the Digital Frontier (5): The Power of Self-Discipline in B2B Sales
“Discipline is the bridge between goals and accomplishment.” — Jim Rohn Welcome to this fifth weekly edition of "Navigating the Di…
29 July 2024·English
IT SalesVendor Management
Five+ Years with Indian IT Service Providers
After more than five years in the world of two 🇮🇳 Indian IT service providers (Cognizant and Wipro... knowing the Cognizant is H…
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Sales EducationSales Leadership
Sales Is Learned, Not Gifted: Why B2B Selling Needs Real Education—Not Mythology
“Heʼs a natural.” We have all heard the verdict, delivered with a shrug that disguises resignation as wisdom. Yet nothing about ge…
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AI in SalesValue Selling
Trust: The Cornerstone of Successful AI Implementation
Artificial intelligence is reshaping how businesses operate, offering unprecedented efficiency, predictive power, and innovation. …
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Sales MindsetChallenger Approach
Distorted Realities in Business: What You See Isn't Always What You Get
Human beings often have adistorted view of reality, shaped by cognitive biases and media influence. We tend tooverestimatewhat is …
23 September 2024·English
Account ManagementRevenue Growth
From pure Logo Hunting to Land-and-Expand: Account Growth as a System
I believe, in Sales we need to shift a little bit our appreciation for New Logo Wins. We need to stop treating new logos as the hi…
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IT SalesRelationship Selling
The Return of Humanity: Why Personal Connections in IT Sales Matter More Than Ever in the Digital Age
The Missing Piece in a Tech-Driven World In the one or other shape, we all know this scenario: weʼre wrapping up a company or offe…
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Sales MethodologyAgile Sales
Agile B2B Selling: Why don't we talk about it?
In B2B sales, we often pride ourselves on being champions of digital transformation and agile practices. We advise our clients on …
18 November 2024·English
AI in SalesSales Strategy
Whether AI replaces B2B salespeople is the wrong question. 5 theses on the right ones.
Hey, isn't it a great time to live? AI is knocking on our doors... with the probably correct expectation to change almost everythi…
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Deal QualificationDiscovery
Qualifying Sales Deals: The Art of Knowing When to Push Forward and When to Walk Away
The Critical Importance of Qualification Sales qualification is the single most important skill in a sales professionalʼs arsenal.…
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B2B Sales TrendsGTM Strategy
Five Drivers Transforming B2B Sales
In the old days, growing a sales pipeline was only a matter of hiring the right people, giving them the right tools, and letting t…
16 June 2025·English
AI in SalesSales Productivity
Beyond the Hype: Practical Ways to Use LLMs like ChatGPT in B2B Sales Today
The rise of LLMs like ChatGPT have sparked excitement across industries, and sales is no exception. On paper, the idea of having a…
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Sales Leadership
Does the insane focus on quarters perhaps make sense after all?
For decades, organizations have aligned their operations, strategy, and even culture around the need to meet quarterly targets. Th…
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Sales MethodologyMEDDPICC
After 20+ years in Sales: Comparing MEDDPICC and Miller Heiman
Enterprise selling lives or dies by how well a team creates clarity from ambiguity. Over the last twenty years I have led sales or…
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Sales LeadershipHiring
Selecting the Right Sales Talent: Balancing Traditional Approaches and Modern Realities
As a leader at Mimacom, I currently find myself in the process of hiring (short self-promotion:Job 1,Job 2andJob 3🙂 ) With a numb…
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