This blog shares thoughts and insights on seeing your business from the outside in, through customers, markets, and real commercial signals. It focuses on clearer priorities, better decisions, and sustainable growth.
Value + Potential-based Segmenting for Sales and management
November 12, 2025
For a long time, companies have organized their B2B sales based on a current value-centric segmenting model. It does make sense, if you compare the number of companies and the share of turnover that they deliver. The Pareto Principle (80/20 rule) should be the minimum goal in order to manage risks. However, in many cases, the 80% of sales comes from a few customers, and the risks are high. In an example graph below, less than 20% of customers represent 90% of sales.
The Impact of Non-Verbal Communication in Sales Success
November 7, 2025
Non-verbal communication is very important in sales. It can be even more powerful than what you say. Your gestures, facial expressions, tone, and body language can speak volumes without using words.
The Importance of Listening Skills in Sales: Techniques for Effective Communication
November 7, 2025
In the fast-paced world of sales, listening is essential. Active listening goes beyond hearing words. It's a powerful tool for building relationships and closing deals.
How to Use a Customer Segmentation Matrix in B2B Marketing
November 7, 2025
In B2B marketing, finding and connecting with the right business clients can be tough. Many companies send the same message to every client, but this doesn’t always work. Different businesses have different needs, goals, and buying behaviors.
ROI-Driven Marketing - Key Strategies
November 7, 2025
ROI-driven marketing is important for optimizing the effectiveness of marketing investments. It ensures that every dollar spent on marketing is strategically targeted towards maximizing returns, making every effort count towards achieving tangible revenue goals.
Customer Success Team Structure: Organizing Your Team for Maximum Impact
November 7, 2025
Organizing the perfect customer success team helps your customers get the most out of your products. It ensures satisfaction and loyalty. It keeps customers coming back.
How Marketing Drives Revenue: A Strategic Overview
November 7, 2025
Marketing is not just about brand awareness – it directly impacts revenue generation. Revenue marketing focuses on aligning marketing and sales teams to maximize return on investment (ROI) and customer acquisition.
Understanding the Essentials of Sales Management: An Overview
November 6, 2025
Sales management is a multifaceted discipline that stands at the core of a thriving business.
How Much Salary Does a Chief Revenue Officer Earn?
November 6, 2025
Chief Revenue Officers (CROs) are essential for driving a company's financial growth and success. Understanding their compensation is important as it reflects the value organizations place on their revenue leaders.
8 Best Practices for Mastering Data-Driven Strategy
November 6, 2025
A data-driven strategy transforms raw information into insights that guide more informed business decisions and enhance performance. This approach enables organizations to make choices based on facts, trends, and data analysis rather than relying on intuition.