Commercial Excellence, Compensation & Drive, Digital, Feasibility and Business Plan, Growth Strategy, Sales Strategy

Latest Milestones: From a Gold Award to Innovative New Programs

Latest Milestones: From a Gold Award to Innovative New Programs
March 3, 2025
HEED Team
0
We reflect on a year of resilience and adaptation in a challenging global business environment. Early signs of recovery have already emerged, particularly in the GCC, and we anticipate a market correction soon. At HEED, we’ve embraced these changes, refining our offerings and approach while laying the groundwork for ambitious growth. By aligning with evolving […]
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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 […]
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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 […]
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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 […]
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Commercial Excellence, Consulting, Growth Strategy, Uncategorized

Interview with the Founder – Reflecting on 2024: A Year of…

Interview with the Founder - Reflecting on 2024: A Year of...
December 30, 2024
Mazen Farah
0
Questions on The Industry and Market Outlook You mentioned that 2024 was one of the most challenging years for you both personally and professionally. Was this due to shifts in the market landscape? How much did the economy play a role? The year 2024 was undeniably challenging for many, marked by significant economic difficulties both […]
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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 […]
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Commercial Excellence, Digital, People & Skills

Gamification – To Unlock Your Sales Potential

Gamification - To Unlock Your Sales Potential
September 17, 2024
HEED
0
If you believe that commissions are an effective way to motivate your sales team to improve their performance, gamification can provide the extra boost needed to reignite their drive. “Creating a fun yet competitive environment enhances salespeople’s performance and skyrockets results.”   What is Sales Gamification? At its core, sales gamification involves applying game-like elements—such […]
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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 […]
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