Once a year I love to pause, look back and reflect on how far I’ve walked, what I’ve learned and how much I’ve changed.

My 2018 has been a year of profound inner journeys. Decisions, emotions and beliefs were the lead actors of my year.

It was a full, rich and eventful year on the outside as well but pretty much everything that happened was a consequence of me changing inside first.

Here are my top highlights of 2018.


1. Leaving the corporate world

On the back of the worst work day of my life in late 2017, I realised I don’t belong in the…

How can you increase revenue and profit of your business? How can you eliminate stress caused by the uncertainty about your sales? How can you get in control of your sales team and help them maximise their potential?

In the last 100 days I’ve been writing articles about the Science of Sales — how to utilise data to make sense more predictable and to identify the biggest opportunities for improvement.

I’ve had two goals, firstly to form a habit of articulating and sharing my thoughts with the world and secondly to draft content for my upcoming book Data Driven Sales…

Following on from my previous post about Sales thought leaders I have decided to create a video playlist of inspiring and educational videos about sales and selling.

I do it mainly for myself to immerse myself in the world of selling as it’s a skill I want to develop and I thought why not share it with you — maybe it might come in handy for your sales staff or even for yourself.

As I watch the videos I will curate the playlist to filter the truly valuable ones. Online video is a bit of a wild west today…

Transforming sales is not a one off task, it’s an ongoing process. In fact it’s more than that, it’s a lifestyle.

There is always something to improve. You keep welcoming new team members, introducing new products, meeting new customers and the whole world of sales and marketing is constantly changing. Given the importance of sales for a business it’s key to keep an eye out on the new trends and to stay at least level or, better yet, a step ahead of your competition.

Here is a list of some of the top thought leaders in the world of sales…

This is one of the most common questions I get asked in relation to sales.

I love this question. It shows a genuine interest of business leaders to take a better control over their sales. It’s an acknowledgment that what worked before is no longer working as it used to and is unlikely to work going forward.

As companies grow they realise they need to introduce processes and systems in order to sustain their growth and they are absolutely right.

So how do you choose the best system for your company?

This article is not an ultimate buyer’s guide rather…

The General Data Protection Regulation (GDPR) represents one of the biggest changes for Sales and Marketing in the recent years.

Given the potential fines for non-compliance — up to 4% of annual global turnover or €20 Million, whichever is greater — it’s definitely something to get familiar with.

GDPR is an EU regulation that becomes enforceable on 25th May 2018 and it affects all companies that collect or process personal data (such as email or IP address) about citizens of EU countries. In today’s era this means almost all online companies.

The objective of the regulation is to protect an…

Why bother with sales productivity optimisation when your sales are growing?

Most companies focus on their sales when they become a problem. Typically when sales plateau or start to decline.

Companies that keep growing might feel they are doing well but this feeling might be deceiving. If your business is growing by 20% a year but your market grows by 30% you are actually losing market share. Losing by Winning.

Products and markets go through a natural life cycle — from forming of a market, through growth with high margins and growing volumes, followed by the maturity stage when products…

“Not all readers are leaders, but all leaders are readers” — Harry S. Truman

When I embarked on my mission of helping companies grow their Sales and Profits by using data I decided to educate myself about the world of Sales from the best. I started to read and listen to the most popular books about Sales.

Most Sales related books are about the Art of Selling — strategy, channels, proposition, how to sell. Some of them touch on the importance of data although they don’t usually go into too much detail. I plan to fill that gap with my…

“Dream Big. Start small. Act now.” — Robin S. Sharma

I have shared my thoughts about the Science of Sales, the reason why it’s beneficial for companies to understand what’s happening in their sales process, how to Discover their hidden opportunities, get Insights and gain value from data, build an effective and automated reporting and analytics System and establish a data driven Culture.

In order to leverage data one needs to have quite a lot of data to get value out of it, right? What is the right time to embark on the sales DISCovery journey?

Let’s explore this today.

“Deciding what not to do is as important as deciding what to do” — Jessica Jackley

The biggest problem I see in business is lack of focus and lack of prioritisation.

The bigger the company the bigger the problem seems to be. Smaller companies have got very limited resources and if they don’t focus on the most important issues they go out of business.

Bigger organisations have got a luxury that when they dedicate resources to a project that doesn’t add much value it won’t kill the company. …

Martin Zeman

Maverick, Entrepreneur, Dreamer, Philosopher

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