Article 2/2 Leadership and Sales: Bridging Strategy and Execution Building on the discussion of sales team hiring and building a high-performing sales team in Article 1, this second article delves into the Leadership Role in Sales and Sales in a Changing Environment, with an emphasis on how AI and technology are transforming sales functions. The discussion will conclude with Professor Cespedes’s practical advice for SMB business leaders looking to improve their sales performance. About Professor Frank Cespedes Frank Cespedes teaches at Harvard Business School and for 12 years was Managing Partner at a professional services firm. He has worked with companies on go-to-market and strategy issues, and has been a Board member at consumer goods, industrial products, services, PE and…
Image provided by Adriana Calderon, Co-founder and Director of Transfer Pricing Solutions Asia Transfer pricing is like a game of chess, where every move has a financial impact. It's not just about strategy, but also about protecting your kingdom. - John Smith If you do not have the slightest clue on Transfer Pricing... You might be driving your business in a really bad direction. The next time you're at a gathering, and someone mentions 'Transfer Pricing', you might initially think it's just accountant jargon. However, despite its possible lack of humour, its importance in business profitability and your overall earnings can't be undermined. What is Transfer Pricing? Now, imagine trying to communicate a fair price for goods or services within…
Meet Mary Ann Pierce, the visionary force behind MAP Digital and its groundbreaking MetaMeetings platform. As an "accidental entrepreneur," she changed the events sector by developing the most flexible and adaptable platform for sales-driven conferences. Pierce shares her journey - where it started, the turning points, the challenges and the growing vision for MAP Digital, Inc. She also gives insights into trends and changes in AI technology and how her life lessons can inspire budding entrepreneurs. Read and explore how her principles and journey have influenced the future of the events industry. How did the MAP Digital journey and transformation start? I consider myself an “accidental entrepreneur, finding myself at the forefront of the World Wide Web in the mid-nineties.…
Forging a Unified Culture: How a Century-Old Dutch Business Thrives in APAC Join us as we explore the remarkable journey of a century-old European company expanding into Asia with its Managing Director Asia Pacific, Mr Andy Ang. This article delves into their strategic approach to growth, from establishing a solid presence in key Asian markets to building robust systems that support seamless integration. Discover how they are successfully adapting their corporate culture—deeply rooted in family values—while aligning it with the dynamic business environment in Asia. Learn how this company is not only expanding its footprint but also ensuring its legacy and values thrive in a new and diverse region. A story of tradition meeting innovation for sustainable success! Mr Andy…
You Can’t Control a Complex System, But You Can Influence It We often think in linear terms: cause and effect, input and output. We’re taught to solve problems by tracing a single cause and applying a direct fix. Yet, complex systems—like ecosystems or business organisations—are a network of feedback, interdependence, and tipping points. In nature, change doesn’t happen in isolation. The smallest shift can echo across the entire system. Coral reefs demonstrate this clearly. They rely on intricate relationships, particularly between coral and microscopic algae called zooxanthellae. A seemingly minor increase in ocean temperature—just 1 to 2°C—can trigger a cascade of systemic breakdown in a coral reef. This slight change causes corals to expel the algae they depend on, leading…