Observations on commercial transformation, sales leadership, and building with AI.
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Most businesses with 20 to 200 employees are using AI across functions without a complete inventory, a data policy, or a process for when something goes wrong. Here is what ungoverned AI looks like in practice and why it is already affecting commercial outcomes.
Read article →I now work with businesses on AI governance alongside sales transformation. Here's why those two practices are the same conversation, and why the path between them was shorter than it looks from the outside.
Read article →Diagnosis reveals the problems. Implementation determines success. Here's how to translate sales diagnostic findings into a prioritised, realistic turnaround plan.
Read article →Sales teams feel like the most measured function in any business. They are also one of the most poorly measured. Understanding why both things are true — and what rigorous measurement actually looks like — changes how you diagnose and fix underperformance.
Read article →Most dysfunction falls into six distinct categories. The catch is that most leaders instinctively reach for the two that feel most actionable, while the real issue sits in the categories that are harder to confront.
Read article →Sales dysfunction doesn't start with incompetent leaders. It evolves through predictable patterns as businesses grow. Here's how it happens and why you're not stuck.
Read article →When finance misses targets, there's an investigation. When sales misses targets, there's a conversation. This double standard reveals the dysfunction nobody talks about.
Read article →Insights on sales transformation, revenue growth, and commercial measurement. Plus get the Free Commercial Function Evaluation when you subscribe.
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