Expert perspectives on transformation, leadership, and organizational change
Sales Transformation
Sales as a Science, Not a Series of Heroics
Sales Transformation, applied — 01 / 04. Three or four star sellers are not a system. What a repeatable one looks like — Dan Martell's 'software as a science', applied to Swiss B2B sales.
6 min read
Sales Transformation
The 1-3-1 Rule: How to Turn Sales Managers Into Coaches
Sales Transformation, applied — 02 / 04. Most managers track numbers but don't coach. Dan Martell's 1-3-1 rule is a simple, almost-free way to fix that.
5 min read
Sales Transformation
Why Your Sales Team Stopped Growing — And Why It Was Predictable
Sales Transformation, applied — 04 / 04. Most demos are forgettable because they're built around the product, not the buyer. The shift from product-pushing to value selling.
6 min read
Sales Transformation
Nobody Ignores Your Email. They Just Don't Know You Exist.
Pillar 1 of 3 — Visibility & Trust. Prospecting isn't a replacement for being known. If nobody knows you, nobody finds you. If nobody finds you, nobody trusts you.
7 min read
Sales Transformation
Your Best Quarter Was an Accident. Your Worst Was Too.
Pillar 2 of 3 — Systems. Feast-and-famine isn't the nature of sales. It's the absence of a machine. Predictable is the goal.
7 min read
Sales Transformation
Closing Is a Vanity Skill. Diagnosis Is the Craft.
Pillar 3 of 3 — Skills. Closing is the most overrated skill in sales. The real craft is diagnosis — and almost nobody rehearses it.
7 min read
AI Adoption
Why Most AI Projects Quietly Fail (and the Boring Reasons Behind It)
MIT says 95% of corporate AI projects fail. The reason almost never is the technology — it's five boring, repeatable failure modes you can avoid.
8 min read
AI Adoption
AI Isn't Coming for Everything. But Where It Is Coming, It's Coming Fast.
Four functions where AI is structurally re-shaping work — content, sales, finance, HR — and why leaders need to stop talking about AI in general.
9 min read
Sales Transformation
What AI Does for Sales — Our Workflow at Transformery
Sales reps spend less than 30% of their time selling. The actual five-stage workflow we run at Transformery — and what AI changed in each stage.
10 min read
Sales Transformation
Client Research Is the Gold Dust of Sales
Everyone is automating outreach. The real edge sits upstream — in the work most reps skip. Five layers of research and the 20-minute workflow we use.
9 min read
AI Adoption
Build Your Own AI Workflow — Don't Just Rent Someone Else's Tool
Buying ChatGPT licences is not an AI strategy. How to build durable organisational AI capability with the one-workflow rule and a four-phase approach.
9 min read
AI Adoption
You're using AI wrong. You're still the one working.
If you're still typing prompts and doing the work, you've missed it. Three real examples of AI doing the work — while you do something else.
6 min read
Sales Transformation
Why the Porsche Beats the Pagani
Bespoke feels prestigious. Standardised wins. The Porsche beats the hand-built supercar every day — because it's been built a million times.
5 min read
Sales Transformation
The IKEA Principle in B2B Sales
Most sales meetings should never happen. Let buyers research, configure, and qualify themselves. The meeting is earned — not granted.
6 min read
Sales Transformation
The Referral That Never Comes
91% would refer you. Only 11% are ever asked. And most who are asked stay silent anyway. The reason has nothing to do with gratitude.
6 min read
Sales Transformation
Stop Selling. Disqualify.
The best sellers don't persuade — they filter. When clients have to convince you they're a fit, you've already won.
5 min read
Sales Transformation
Win the Second Sale First
Most sellers play the quarterly game and lose the buyers of the day after tomorrow. The best build trust today and cash in when the market is ready.
5 min read
Culture
Culture Change Does Not Start with Communication. It Starts with Work
Most culture programmes fail because they stay symbolic. Learn why real culture transformation starts with roles, rituals, teams, incentives, and everyday decisions.
9 min read
Leadership
Your Managers Are Not Resisting Change. They Are Drowning in It
Leadership transformation fails when organisations overload managers and under-design the role. Learn why modern leadership starts with coaching, clarity, and work redesign.
8 min read
AI Adoption
AI Transformation Fails When You Automate Tasks but Ignore Work
Most AI programmes stall because organisations roll out tools without redesigning work, roles, and leadership. Learn what it takes to turn AI into real business value.
9 min read
Sales
B2B Sales Transformation Is No Longer About Choosing Between Digital and Human
Modern sales transformation is not channel expansion for its own sake. Learn how omnichannel buying, AI, and better sales plays drive B2B growth.
9 min read
Change Management
Why Most Transformations Fail—And How to Beat the Odds
Research shows 70% of change initiatives fail. The reason isn't strategy—it's people. Learn the three critical factors that separate successful transformations from expensive failures.
8 min read
AI Adoption
AI Adoption Without the Fear: A Human-Centered Approach
Implementing AI doesn't have to create anxiety. Discover how leading organizations are embracing AI while keeping employees engaged and motivated.
6 min read
Leadership
The Leadership Shift: From Command to Coaching
In transformation environments, traditional leadership falls short. Explore why coaching-based leadership creates better outcomes and how to make the transition.
7 min read
Communication
Communication That Actually Drives Change
Sending emails isn't communication. Learn how transformation leaders use storytelling, video, and strategic messaging to make change stick.
5 min read
Culture
Building Psychological Safety During Uncertainty
When everything changes, people need to feel safe to ask questions and make mistakes. Here's how to create that environment in your organization.
6 min read
Strategy
The 90-Day Sprint: Making Transformation Manageable
Multi-year transformation roadmaps often fail. Discover why 90-day sprints with clear deliverables create momentum and maintain stakeholder buy-in.
