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…
From Complexity to Clarity: Inside Oceanis' Mission to Simplify Maritime Finance Every great business starts with a problem. The most impactful companies emerge when someone sees a gap, discovers a creative solution, and adapts as the landscape shifts. This journey is exemplified by Oceanis, a maritime technology company that is transforming how shipping investments are analysed. At the heart of this transformation is a brilliant team and one of its co-founders and COO, Georg-Maximilian Kuhlmann. From his early days in logistics to redefining how the maritime world approaches investment decisions, Kuhlmann has dedicated nearly two decades to driving progress in shipping. His career spans ship financing, asset management, commercial operations, and technology — a rare combination that gives him a…
Rooted Beginnings: It Started With a Feeling The truth about starting your own business is there is no "perfect time" nor a "secret formula" to unlock. Most meaningful businesses often begin with something more intuitive: an intrinsic feeling, a deep-seated knowing, or a sense of misalignment that signals a need for change. For many, it is simply having the courage to lean into that instinct and build from where they are. This article delves into the journey of one such individual who listened to her intuition, illustrating that the most powerful moment in any entrepreneurial journey is daring to take the first step. Trading a conventional career path for an entrepreneurial venture, Ash Mendelsohn established a business embedded with creativity,…
Image by Hitesh Choudharya via Unsplash Many have touted the arrival of blockchain technology as the next frontier in business operations, a pioneering breakthrough that possesses the potential to transform conventional procedures across industries. Often associated primarily with cryptocurrencies like Bitcoin, the application of blockchain goes far beyond this investment phenomenon. To understand blockchain technology's potential impact, we must first examine the fundamentals of this groundbreaking approach. At its core, blockchain is a decentralized system where all transactions or digital events get consolidated into 'blocks' and distributed across a network of computers, referred to as 'nodes'. Each block contains a cryptographic hash of the previous block, a timestamp, and transaction data. The unique attribute of this system is its ability for self-audit - a quality that…
Navigating Generational Shifts: 5 Key Takeaways to Leverage the Strengths of Gen Z and Millennials With Gen Z and Millennials entering and dominating the workforce, many business leaders are faced with the timeless challenge of managing generational differences and effectively engaging the younger generation. Each generation has its own set of values, priorities, and perspectives toward work, which can often lead to misalignment and misunderstandings between older and younger employees. Where Baby Boomers and Gen X often emphasize loyalty, stability, and traditional career paths, Gen Z and Millennials are driven by a different set of values and career priorities. They seek purpose-driven work, flexibility, and autonomy, and they place high importance on mental health and well-being. Understanding these shifts, which…
