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Learn how omnichannel buying, AI, and better sales plays drive B2B growth.", "datePublished": "2026-03-18", "author": { "@type": "Person", "name": "Daniel Marti", "url": "https://transformery.ch/team/daniel-marti" }, "articleSection": "Sales" }, { "@type": "BlogPosting", "headline": "Why Most Transformations Fail—And How to Beat the Odds", "description": "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.", "datePublished": "2025-12-15", "author": { "@type": "Person", "name": "Daniel Marti", "url": "https://transformery.ch/team/daniel-marti" }, "articleSection": "Change Management" }, { "@type": "BlogPosting", "headline": "AI Adoption Without the Fear: A Human-Centered Approach", "description": "Implementing AI doesn't have to create anxiety. Discover how leading organizations are embracing AI while keeping employees engaged and motivated.", "datePublished": "2025-12-10", "author": { "@type": "Person", "name": "Daniel Marti", "url": "https://transformery.ch/team/daniel-marti" }, "articleSection": "AI Adoption" }, { "@type": "BlogPosting", "headline": "The Leadership Shift: From Command to Coaching", "description": "In transformation environments, traditional leadership falls short. Explore why coaching-based leadership creates better outcomes and how to make the transition.", "datePublished": "2025-11-20", "author": { "@type": "Person", "name": "Daniel Marti", "url": "https://transformery.ch/team/daniel-marti" }, "articleSection": "Leadership" }, { "@type": "BlogPosting", "headline": "Communication That Actually Drives Change", "description": "Sending emails isn't communication. 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Here's how to create that environment in your organization.", "datePublished": "2025-10-25", "author": { "@type": "Person", "name": "Daniel Marti", "url": "https://transformery.ch/team/daniel-marti" }, "articleSection": "Culture" }, { "@type": "BlogPosting", "headline": "The Business Transformation Strategy Playbook: A Practical Guide for Leaders", "description": "A practical business transformation strategy built on leadership alignment and 90-day sprints — a playbook for senior leaders turning ambition into measurable change.", "datePublished": "2026-06-08", "author": { "@type": "Person", "name": "Daniel Marti", "url": "https://transformery.ch/team/daniel-marti" }, "articleSection": "Strategy" }, { "@type": "BlogPosting", "headline": "The 90-Day Sprint: Making Transformation Manageable", "description": "Multi-year transformation roadmaps often fail. Discover why 90-day sprints with clear deliverables create momentum and maintain stakeholder buy-in.", "datePublished": "2025-10-15", "author": { "@type": "Person", "name": "Daniel Marti", "url": "https://transformery.ch/team/daniel-marti" }, "articleSection": "Strategy" } ] } ] --- [Skip to main content](#main-content) [TRANSFORMERY](/) [Projects](#projects)[Challenges](#challenges)[Transformations](#services-graph)[Team](#team)[Insights](/blog)[Contact](#contact)[DE](/de/blog) 1. [Home](/) Insights [Back to home](/) # Insights & News Expert perspectives on transformation, leadership, and organizational change [ Featured · The Transformery Thesis ## Leading Transformation Five pillars, three physics, three mindsets — how transformation actually sticks. Read the thesis ](/leading-transformation) AllChange ManagementAI AdoptionSales TransformationCultureLeadershipSalesCommunicationStrategy ![The Essentials of Effective Change Management](/images/blog/change-management-essentials.jpg) Change Management ## The Essentials of Effective Change Management Bridging the gap between strategy and behavioral adoption: Lewin, Kotter, and dynamic adoption compared, plus the metrics that prove change actually stuck. August 202614 min read [Read more: The Essentials of Effective Change Management ](/blog/change-management-essentials-guide) ![Why 88% of Corporate Transformations Fail — and What DACH Companies Must Do Differently](/images/blog/transformations-fail.jpg) Change Management ## Why 88% of Corporate Transformations Fail — and What DACH Companies Must Do Differently 88% of corporate transformations miss their goals. The real reasons, the 16% tipping point, and what the 12% who succeed do differently. Available in German. June 202614 min read [Read more: Why 88% of Corporate Transformations Fail — and What DACH Companies Must Do Differently ](/blog/warum-unternehmenstransformationen-scheitern) ![AI Transformation in Swiss SMEs: Why ChatGPT Is Not Yet a Strategy](/images/blog/ai-work-redesign.jpg) AI Adoption ## AI Transformation in Swiss SMEs: Why ChatGPT Is Not Yet a Strategy The five levels of AI maturity, why culture change decides AI success, and how Sales becomes the strongest AI lever in DACH SMEs. Available in German. June 202615 min read [Read more: AI Transformation in Swiss SMEs: Why ChatGPT Is Not Yet a Strategy ](/blog/ki-transformation-schweizer-kmu) ![Nobody Knows You. Nobody Trusts You. Here Is How to Fix That.](/images/blog/nobody-knows-you.jpg) Sales Transformation ## Nobody Knows You. Nobody Trusts You. Here Is How to Fix That. B2B buyers form their shortlist before they ever contact you. If you're not visible — in Google, on LinkedIn, in AI tools — you don't exist. June 20269 min read [Read more: Nobody Knows You. Nobody Trusts You. Here Is How to Fix That. ](/blog/nobody-knows-you-nobody-trusts-you) ![Your Competitors Are Hiding in Plain Sight. AI Will Find Them.](/images/blog/ai-sales-intelligence.jpg) Sales Transformation ## Your Competitors Are Hiding in Plain Sight. AI Will Find Them. Modern sales intelligence goes far beyond contact data. AI can surface employee sentiment, financial signals, leadership changes, and intent data before a prospect picks up the phone. June 20269 min read [Read more: Your Competitors Are Hiding in Plain Sight. AI Will Find Them. ](/blog/ai-sales-intelligence-know-your-customers) ![The Data Gets You in the Room. The Human Gets You the Deal.](/images/blog/human-connection-deals.jpg) Sales Transformation ## The Data Gets You in the Room. The Human Gets You the Deal. Modern B2B sales runs on data, AI, and precision. But deals are still closed by humans who listen, speak plainly, and refuse to hide behind corporate language. June 20269 min read [Read more: The Data Gets You in the Room. The Human Gets You the Deal. ](/blog/human-connection-closes-b2b-sales) ![Sales as a Science, Not a Series of Heroics](/images/blog/sales-as-a-science.jpg) 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. May 20266 min read [Read more: Sales as a Science, Not a Series of Heroics ](/blog/sales-as-a-science) ![The 1-3-1 Rule: How to Turn Sales Managers Into Coaches](/images/blog/one-three-one-rule.jpg) 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. May 20265 min read [Read more: The 1-3-1 Rule: How to Turn Sales Managers Into Coaches ](/blog/1-3-1-rule-sales-coaching) ![Why Your Sales Team Stopped Growing — And Why It Was Predictable](/images/blog/sales-growth-ceiling.jpg) Sales Transformation ## Why Your Sales Team Stopped Growing — And Why It Was Predictable Sales Transformation, applied — 03 / 04. Plateaus aren't bad luck — they're structural. Dan Martell's Growth Ceiling meets Rogers' diffusion curve. May 20267 min read [Read more: Why Your Sales Team Stopped Growing — And Why It Was Predictable ](/blog/sales-growth-ceiling) ![From Product Demo to Value Conversation](/images/blog/demo-to-value-conversation.jpg) Sales Transformation ## From Product Demo to Value Conversation 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. May 20266 min read [Read more: From Product Demo to Value Conversation ](/blog/demo-to-value-conversation) ![Nobody Ignores Your Email. They Just Don't Know You Exist.](/images/blog/communication-change.jpg) 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. May 20267 min read [Read more: Nobody Ignores Your Email. They Just Don't Know You Exist. ](/blog/nobody-ignores-your-email) ![Your Best Quarter Was an Accident. Your Worst Was Too.](/images/blog/sprint-transformation.jpg) 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. May 20267 min read [Read more: Your Best Quarter Was an Accident. Your Worst Was Too. ](/blog/your-best-quarter-was-an-accident) ![Closing Is a Vanity Skill. Diagnosis Is the Craft.](/images/blog/leadership-coaching.jpg) 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. May 20267 min read [Read more: Closing Is a Vanity Skill. Diagnosis Is the Craft. ](/blog/closing-is-a-vanity-skill) ![Why Most AI Projects Quietly Fail (and the Boring Reasons Behind It)](/images/blog/ai-work-redesign.jpg) 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. May 20268 min read [Read more: Why Most AI Projects Quietly Fail (and the Boring Reasons Behind It) ](/blog/why-most-ai-projects-fail) ![AI Isn't Coming for Everything. But Where It Is Coming, It's Coming Fast.](/images/blog/ai-adoption.jpg) 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. May 20269 min read [Read more: AI Isn't Coming for Everything. But Where It Is Coming, It's Coming Fast. ](/blog/where-ai-is-transforming-work) ![What AI Does for Sales — Our Workflow at Transformery](/images/blog/b2b-sales-transformation.jpg) 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. May 202610 min read [Read more: What AI Does for Sales — Our Workflow at Transformery ](/blog/what-ai-does-for-sales) ![Client Research Is the Gold Dust of Sales](/images/blog/b2b-sales-transformation.jpg) 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. May 20269 min read [Read more: Client Research Is the Gold Dust of Sales ](/blog/client-research-is-gold-dust) ![Build Your Own AI Workflow — Don't Just Rent Someone Else's Tool](/images/blog/ai-work-redesign.jpg) 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. May 20269 min read [Read more: Build Your Own AI Workflow — Don't Just Rent Someone Else's Tool ](/blog/build-your-own-ai-workflow) ![You're using AI wrong. You're still the one working.](/images/blog/ai-adoption.jpg) 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. May 20266 min read [Read more: You're using AI wrong. You're still the one working. ](/blog/stop-googling-with-ai) ![Why the Porsche Beats the Pagani](/images/blog/porsche-pagani.jpg) 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. April 20265 min read [Read more: Why the Porsche Beats the Pagani ](/blog/warum-porsche-den-pagani-schlaegt) ![The IKEA Principle in B2B Sales](/images/blog/ikea-prinzip.jpg) 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. April 20266 min read [Read more: The IKEA Principle in B2B Sales ](/blog/das-ikea-prinzip-im-b2b-vertrieb) ![The Referral That Never Comes](/images/blog/empfehlung-die-nie-kommt.jpg) 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. April 20266 min read [Read more: The Referral That Never Comes ](/blog/die-empfehlung-die-nie-kommt) ![Stop Selling. Disqualify.](/images/blog/disqualifizieren.jpg) 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. April 20265 min read [Read more: Stop Selling. Disqualify. ](/blog/nicht-mehr-verkaufen-disqualifizieren) ![Win the Second Sale First](/images/blog/zweiter-verkauf-zuerst.jpg) 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. April 20265 min read [Read more: Win the Second Sale First ](/blog/den-zweiten-verkauf-zuerst-gewinnen) ![Culture Change Does Not Start with Communication. It Starts with Work](/images/blog/culture-starts-with-work.jpg) 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. March 20269 min read [Read more: Culture Change Does Not Start with Communication. It Starts with Work ](/blog/culture-starts-with-work) ![Your Managers Are Not Resisting Change. They Are Drowning in It](/images/blog/managers-drowning.jpg) 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. March 20268 min read [Read more: Your Managers Are Not Resisting Change. They Are Drowning in It ](/blog/managers-not-resisting-drowning) ![AI Transformation Fails When You Automate Tasks but Ignore Work](/images/blog/ai-work-redesign.jpg) 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. March 20269 min read [Read more: AI Transformation Fails When You Automate Tasks but Ignore Work ](/blog/ai-transformation-work-redesign) ![B2B Sales Transformation Is No Longer About Choosing Between Digital and Human](/images/blog/b2b-sales-transformation.jpg) 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. March 20269 min read [Read more: B2B Sales Transformation Is No Longer About Choosing Between Digital and Human ](/blog/b2b-sales-transformation) ![Why Most Transformations Fail—And How to Beat the Odds](/images/blog/transformations-fail.jpg) 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. December 20258 min read [Read more: Why Most Transformations Fail—And How to Beat the Odds ](/blog/why-transformations-fail) ![AI Adoption Without the Fear: A Human-Centered Approach](/images/blog/ai-adoption.jpg) 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. December 20256 min read [Read more: AI Adoption Without the Fear: A Human-Centered Approach ](/blog/ai-adoption-human-centered) ![The Leadership Shift: From Command to Coaching](/images/blog/leadership-coaching.jpg) 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. November 20257 min read [Read more: The Leadership Shift: From Command to Coaching ](/blog/leadership-shift-coaching) ![Communication That Actually Drives Change](/images/blog/communication-change.jpg) 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. November 20255 min read [Read more: Communication That Actually Drives Change ](/blog/communication-drives-change) ![Building Psychological Safety During Uncertainty](/images/blog/psychological-safety.jpg) 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. October 20256 min read [Read more: Building Psychological Safety During Uncertainty ](/blog/psychological-safety-uncertainty) ![The Business Transformation Strategy Playbook: A Practical Guide for Leaders](/images/blog/business-transformation-strategy.jpg) Strategy ## The Business Transformation Strategy Playbook: A Practical Guide for Leaders A practical business transformation strategy built on leadership alignment and 90-day sprints — a playbook for senior leaders turning ambition into measurable change. June 202614 min read [Read more: The Business Transformation Strategy Playbook: A Practical Guide for Leaders ](/blog/business-transformation-strategy-guide) ![The 90-Day Sprint: Making Transformation Manageable](/images/blog/sprint-transformation.jpg) 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. October 20257 min read [Read more: The 90-Day Sprint: Making Transformation Manageable ](/blog/90-day-transformation-sprint) Transformery We help organisations transform, leaders evolve, and individuals grow — across technology, skills and culture. With a strong focus on AI adoption. 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