The Lost Book of Sales

Commitment and consistency: Why do sales organizations forecast?

Say you approach a sales manager working in a large company and question him on why sales teams are required to forecast exact amounts of revenue for up to three months in advance? What's the answer you'll get?

Guides

The principle of reciprocity and becoming a good negotiator

Let’s briefly analyze the idea behind reciprocity and what it means in the context of our everyday human interactions. I’m inspired to write this post as part of an article series on LBS regarding psychological factors that affect our behavior.

Guides

Considering to join a new company? Use this checklist to make the right decision

How to know if a company you're interviewing with lives up to your expectations? By asking the right questions of course! This checklist will help you "increase the surface area" of your intuition before jumping onto your next challenge.

Thoughts

Age of distractions

Yet another calm weekend after months of lockdowns and I sit down to enjoy a book. After turning a couple of pages, I'm no longer able to keep going. In-between, I've managed to look at my phone four times and I've had my thoughts wander away. Why does something so simple feel suddenly so difficult?

Thoughts

Sharpening your toolset

As a professional in any field there is a high chance that you've developed a set of tools and mental models to conduct your work. Today I wanted to briefly discuss how great professionals become better by continuously sharpening their skill sets.

Guides

The principles and structure of a well-performed sales discovery

Discovery is one of the most critical parts of any sales process. If you manage to listen, understand and ask the right questions, you'll be well on your way to educate and deliver an unrivalled buying experience.

Guides

About sales qualification frameworks

For as long as companies have sought to make revenue generation predictable, the idea of sales qualification has been taught to salespeople across industries.

Guides

Writing effective follow up emails, examples included

This article is about drafting an effective, clear, accountable and a commitment inducing follow up email the right way.

Insights

8 principles to help you stay mentally balanced and happy

I thought to share with you some of the things that I've written down for myself over the past few years. Thinking about these principles helps me when life gets difficult or if I catch myself confused.

Stories

My story about getting the Salesforce administrator certification

I've been working in sales for the most part of my career, but it wasn't until I moved to a new company when I got to use the "industry standard" Salesforce platform as an everyday tool.

Guides

Don't trust an RFP without asking this important question from yourself first

RFP, RFI... What are they and why shouldn't you as a salesperson blindly trust them?

Sales

How to be successful when starting in a new sales position?

For a sales professional, starting in a new position can feel intimidating. A new role in a company with new tasks can often come accompanied with stress and expectation to start performing fast. An interview with Miikka Aalto.

Sales

Asking the golden question and presenting your complex offering

Today we have a growing tendency of avoiding long and boring slideshows that were very common five years ago. This is a positive change in the world of business.

Stories

Behind the approach that helped Kyrö Distillery Company become a well-known international brand

How did a group of Finnish friends that came up with the idea in a sauna ensure the successful expansion of their product?

Other

Summer reading 2018

In this short post I'm quickly sharing a couple of books that I have read and enjoyed in the past year. You might find some of these books interesting...

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