In our white papers we focus on B2B commercial excellence and give our thoughts on how to adjust to the new reality in the field of selling. Industries continue to consolidate, and all markets are exposed to global competition. Public organisations and large global corporations are following strict systems for purchasing operations. However, buyers are increasingly turning to new digital solutions for detailed information regarding their needs, and prefer speaking to an expert to qualify their own research in the purchasing process. They have no interest in being sold to: they buy quality. This is changing how organisations buy, as well as the conditions for how we need to approach selling in business to business markets.
All our white papers are based on thorough research from experts and a list of sources is provided within.
White paper: A decade of Commercial Excellence
- 10 key trends that have shaped B2B selling over the last decade.
- How digitalization, buyer behavior, RevOps, analytics, and enablement now work together in real, operational practice.
- Insights from the field — what works, what falls short, and what commercial leaders should keep in mind when aligning people, process, and technology for growth.
White paper: What is Sales Performance Coaching
- Unfolds how to best nurture and grow sales talent within the context of the seller-doer model practiced in most consulting units.
- Explores the specific structural challenges that the Seller-Doer model presents in consulting as well as the recurring obstacles companies meet when setting up talent programs.
- Provides the principles for a practical, proven approach to developing sustainable business development skills and how to successful unlock the potential of sales through Sales Performance Coaching.
White paper: What is Commercial Excellence
- Defines and contextualizes “Commercial Excellence” as a strategic approach focused on improving customer understanding, loyalty, and revenue without major business model.
- Explores key components like margin diagnostics, customer segmentation, pricing, and program management, showing how companies can operationalize the concept.
- Highlights industry-specific implementations by global consultancies (e.g., McKinsey, BCG, Bain) and regional firms, emphasizing the shift from intuition-based sales to data-driven, customer-centric strategies.
White paper: What is Sales Velocity
- Sales Velocity = activity impact: It measures how quickly pipeline activities convert into revenue, using four key factors—opportunities, deal size, conversion rate, and sales cycle length.
- Pipeline input, not forecast: Unlike classic forecasting, Sales Velocity focuses on current sales activity quality and helps guide coaching and pipeline-building efforts.
- Growth tool for sales organisations: When implemented well, it drives a more data-driven, scalable, and coaching-friendly sales culture, especially in high-growth companies.