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…
Contributed by: JT Positioning your business as an attractive acquisition target involves strategic focus and meticulous preparation across key areas. In today's competitive landscape, mastering the art of mergers and acquisitions (M&A) requires a systematic approach aimed at maximizing value and securing optimal deals. This article explores five essential steps that can significantly enhance your company's appeal in M&A transactions. By delving into these critical strategies, businesses can effectively bolster their attractiveness and readiness for acquisition, paving the way for successful negotiations and favorable outcomes. Is it time to sell? You’ve spent the last 20 years building your business from a three-man operation to an established and dominant player in your industry. Over the years, you've cultivated a solid corporate…
The strategic value of accounting in business Accounting is often perceived as a back-office necessity— primarily to manage cash flow and for regulatory purposes. However, this limited view can be costly. Misconceptions about the role of accounting can lead business leaders to neglect financial oversight, increasing their risk of cash flow and compliance issues. Beyond simply transactional record-keeping, accounting can provide valuable insights to highlight operational inefficiencies, drive business growth and stabilise long-term financials. This article examines common misconceptions about accounting, challenging the belief that it is only relevant for large corporations or that profitable businesses can afford to deprioritise financial oversight. By tackling these five prevalent myths, we highlight how accounting is essential, regardless of the size, stage of…
Your People Are Human Capital, Not Cogs in a Machine In our previous article "How to Rethink Innovation in an AI-Driven World?", we highlighted how creativity, empathy and ethical reasoning remain indispensable in an increasingly automated future. This article takes that exploration even further by delving into the critical question: what happens when these vital human traits are neglected in the relentless pursuit of efficiency and profit maximisation? For many leaders, the global marketplace has reinforced a dangerous perception: that people are ultimately expendable assets. What leaders must grasp is people are not machines. Chronic stress and overwhelm invariably result in burnout, disengagement from work, and high employee turnover. Unlike machines, people carry emotional loads, cognitive limits, and social needs.…
Introduction Conservation today is not just about protecting nature – it is fundamentally about protecting people. At the heart of this mission are birds, which serve as essential indicators of climate change, alerting us to the environmental impacts of our actions. In examining this relationship between birds, people, and conservation, one organization stands out not only for its mission but also for its unique approach: BirdLife International (Asia) Limited (“BirdLife”). We have a chance to speak with Mr Vinayagan Dharmarajah, Regional Director, Asia, of BirdLife International to gain insight into the organization’s work and its contributions to protecting the nature. The Transition from Legal Counsel to Conservationist The journey into BirdLife has been a personal transformation. Coming from a legal…
