Perspectives
Commercial intelligence for B2B executives
Technical articles on commercial excellence, pricing and sales organization. No generalities. Written so that everyone can understand commercial work, from 25 years of direct experience with industrial companies from €100M to €250M.
How to capture the margin that already exists in the business before looking for new growth.
Price dispersion: the silent problem of B2B companies
When the same product is invoiced at different prices without clear criteria, the problem is not only financial. It is organizational. Price dispersion is the symptom of a company that has not formalized its commercial policy.
Read articleHow to improve commercial margin without increasing sales
The margin that is not captured does not disappear. It is captured by competitors or absorbed by the sales team through discounts. The levers to recover it are known. What is missing is the system.
Read articleHow to raise prices without losing customers
Raising prices without a method creates two problems. Either the customer leaves, or the salesperson stops the increase before it reaches the invoice. There is a way to do it that avoids both.
Read articleWhat separates sales teams that generate consistent profitability from those that depend on individual talent.
What commercial excellence is and how to build it
Commercial excellence is not selling a lot. It is selling well. The difference between a team that sells and a team that has a system is the difference between growth and scale.
Read articleCommercial indicators that really help decision-making
Most teams measure activity. None of those metrics explain why margin is not growing. The indicators that matter are different.
Read articleHow to build a commercial organization that works independently of the people who support it today.
How to organize a B2B sales department
Organizing a sales department is not creating an organization chart. It means defining who does what, with which criteria, in which sequence and how it is measured.
Read articleHow to professionalize an industrial sales team
Professionalizing a sales team means moving from dependence on individual talent to dependence on a process. It is one of the most difficult and most profitable changes a B2B company can make.
Read articleIf any of these topics describe your company, a direct conversation is worth it.