Category: Field Notes
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Selling a Future Nobody Can Predict
A decade ago, Robovision sold a defined solution against a fixed roadmap. Today it sells a capability for a future neither it nor its customer can yet describe — and that single change has rewritten what its salespeople must be.
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The Gentil Organisateur
How a consulting firm stopped selling software and started orchestrating change — and what it teaches every B2B supplier about what comes next.
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One Customer, Three Conversations
Two long research conversations with Lien Byttebier at Accent surface a sales model built around three levels of the customer, three propositions, and three languages — and the recognition that selling into large industrial accounts has become an act of coordinated change management.
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The Supply Chain Has Become the Sales Conversation
An afternoon with a senior supply chain leader at Kaneka Belgium reveals how industrial supply chains under pressure are reorganising around trust, intelligence, judgement, and integration — and what this means for the suppliers across the table.
Future Of Selling 