Client-Centric sales process, Commercial Excellence, Growth Strategy, Sales Strategy

Cracking the Code: How We Transformed Sales Forecasting into a Growth Engine

Cracking the Code: How We Transformed Sales Forecasting into a Growth Engine
February 28, 2025
Wael Farah
0
I was recently reading “The Goal” by Eliyahu Goldratt, a book that challenges conventional thinking in business operations and decision-making. One particular idea stuck with me: organizations often focus on local efficiencies while missing the bigger picture—sustainable growth. It took me back a few years to a conversation with the CEO of a leading commercial […]
Find Out More
Client-Centric sales process, Commercial Excellence, Growth Strategy, Sales Strategy

From Strategy to Execution: Launching Value-Based Products with Impact

From Strategy to Execution: Launching Value-Based Products with Impact
January 29, 2025
Wael Farah
0
For many companies operating in mature industries, the relentless battle of price competition feels like a never-ending game. Margins tighten, competitors undercut, and products—once innovative—start blending into the sea of sameness. This was the reality faced by one of the most contemporary and competitive mills in the region, a business known for its scale and […]
Find Out More
Client-Centric sales process, Commercial Excellence, Growth Strategy, Uncategorized

Mastering the Shift: Channel Strategies for the CPG Leaders of Tomorrow

Mastering the Shift: Channel Strategies for the CPG Leaders of Tomorrow
January 6, 2025
Wael Farah
0
Last month, at the Gulf Food Manufacturing exhibition in Dubai, I joined a packed panel discussion on the future of consumer-packaged goods (CPG). Amid the buzz, one statement resonated deeply with the room: “We’ve perfected our distribution for yesterday’s market. But Gen Z isn’t buying like their parents did, and our channels haven’t caught up.” This wasn’t […]
Find Out More
Client-Centric sales process, Commercial Excellence, Growth Strategy, Sales Strategy, Uncategorized

The Path to Customer-Centricity: A Manufacturing Company’s Transformation

The Path to Customer-Centricity: A Manufacturing Company's Transformation
December 27, 2024
Wael Farah
0
Last year, I sat down for a coffee with the newly appointed CEO of a well-established manufacturing company in Riyadh. Having previously known him from his previous role at another organization, it was clear from the outset that he was someone who truly understood the pulse of the market. His insightful words stuck with me: “We’ve […]
Find Out More
Client-Centric sales process, Digital

Integrating technology without killing the human element in B2B sales

Integrating technology without killing the human element in B2B sales
November 17, 2021
Anthony Haddad
0
Companies are being forced to adjust their business models and adapt to the new market reality as a result of digital transformation. What's remarkable about this is that the transformation isn’t driven by businesses, but rather it’s directed by the customer. The internet gave customers access to relevant information at any time, anywhere, and in […]
Find Out More
Client-Centric sales process, Growth Strategy

How to optimally segment clients in B2B companies

segment, Clients, B2b, Companies
September 15, 2021
Kayan Alameh
0
Account management-based companies have always valued the importance of client categorization and evaluation; however, determining the optimal way to do that remains evasive. Technology is overtaking the account management sales world; thus, more companies are relying on automating business processes. While the use of technology is no longer viewed as an accelerator, rather as a […]
Find Out More
Client-Centric sales process, Commercial Excellence, Feasibility and Business Plan, Insights

Use HEED Matrix to Optimize your Sales

Use HEED Matrix to Optimize your Sales
August 22, 2016
Norma Makarem
0
Every time two business leaders, entrepreneurs or CEOs meet together, the subject of “what shall we do in such stagnant market, and the continuous underlying economical and political factors” take over their conversation. Some people follow the school which believes that, in such times, it is best to reduce cost, while others argue that it is best […]
Find Out More