Top Line Advisory

**The One Question Most Sales Leaders Overlook** It's surprising how much effort sales teams put into learning "How to sell" without considering "Why do people buy." Yet, knowing "Why they buy" is all that matters. In our interviews, we often receive unclear answers to this question. #Specific and #significant insights are rare. Here’s a simple exercise to uncover "Why do #your customers buy?": 1️⃣ Call your top 5 customers. 2️⃣ Invite them to a workshop focused on growing THEIR business. 3️⃣ Provide great food and drinks. 4️⃣ Include a 15-minute segment for your questions. 5️⃣ Prepare 3 questions about how you meet their needs and what they seek in a partner. 6️⃣ Ask why they chose you. You'll likely find new directions for your go-to-market strategy.

Would you pass the #Kindness Reference Check for your next leadership role? When we discuss the critical competencies for a position we see a change in ensuring behavioral fit. In the past, organizations emphasized a lot efficiency, proactivity and competitiveness. But more and more the competence of #Kindness is becoming just as important. Neuroscientist Jamil Zaki, in “The War for Kindness,” highlights the vital role kindness plays in driving growth and success. Kindness is not a weakness; it’s a strategic advantage that leads to: 1️⃣ Business growth: Creating a positive and supportive culture. 2️⃣ High performers: Attracting and retaining top talent. 3️⃣ Enhanced productivity: Understanding and addressing employees' needs. Jacinda Ardern, New Zealands prime minister was asked how she would like to be remembered as a leader. Jacinda said “as someone who always tried to be kind”.

Beyond the CV : The Critical ⚡ Error of Overlooking Attitude in Hiring We often see, that its not easy for business leaders to decide who to hire when faced with great candidates. The common inclination is to minimize risk by choosing the one who has "done the job before" or has a "lot of knowledge" in a certain area. While this approach can work, it's crucial to remember the formula for success: Performance = Capability x Attitude² Here's why: Capability can be taught or bought - but Attitude is the Driver of Performance. The right attitude can be: 🌟 Infectious - a positive mindset can uplift an entire team. 🔍 Rare - the right attitude differs a good leader from an outstanding leader A stronger focus on #attitude is a decisive factor to drive business performance.

Excited to share that I‘ve joined Top Line Advisory as an Executive Search Consultant!🚀  After an enriching experience working in Go to Market at immowelt and gaining valuable insights in project management with a major consulting firm, I am eager to embark on this new journey. Leveraging my background in this field, I’m thrilled to help companies find top talents to drive their market strategies forward.  A special shoutout to Dr. Dominikus Kirchhoff, who I've known for years through immowelt and who also supervised my Master's thesis. It's incredible how our paths have crossed once again, and I look forward to the exciting challenges and collaboration ahead. Thank you to everyone who has supported me along the way. I am excited to bring my expertise to Top Line Advisory and work with such a talented team. Here’s to new beginnings and continued growth! 🌱 #NewBeginnings #CareerUpdate #ExecutiveSearch #Topline #Networking #Growth

How to #Double Your #Sales. The 26% - formula will change your view on sales growth. Let's talk basics, there are only THREE ways to skyrocket your revenue: 1️⃣ Increase Conversion Ratio 2️⃣ Increase Average Contract Value (ACV) 3️⃣ Increase Your Prospect Pipeline Most companies just focus on one of these strategies. But here's the kicker: you only need to grow each area by #26% to double your sales. Here is a simple example how to go from #10m to #20m in revenue: 🔥 Boost your Activity Level by 26% Don't let your salespeople talk to just 1.000 customers a year. Make it 1.260. 🔥 Implement a Solution Selling Approach Don’t just close 10% of all deals - focus on the customer and you will close 12.6%. 🔥Increase Your Average Contract Value by 26% Focus by spending 80% of your time selling to A clients and the rest 20% selling to B clients - you will grow your ACV from 100k to 126k If you break it down into these 3 manageable steps and align your sales organization with them, you can achieve exceptional results.

🔍 The #5 questions to ask to recognize a great #leader 1️⃣ What were you hired to do in your previous job? And what did you achieve there? Great leaders come back with data e.g. I improved revenue or conversion ratio from x to y by doing 3 things. If answers are vague and not data driven it’s often a red flag. 2️⃣ How would you rate the team you inherited on an A, B, C scale? What changes did you make? How many people did you hire or fire? How would you rate the team when you left it on an A, B, C scale? 3️⃣ What was your boss’s name and how do you spell that? How will he/she rate you from 1-10 if we call him/her? This forces people to tell the truth and here a “7” as an answer is considered as neutral, you are looking for 8s, 9s and 10s. 4️⃣ Tell me three things of which you are the most proud. Many top producers have other areas of overachievement. 5️⃣ This is a character question: “What is 25 times 25? You want to see how people approach challenging or awkward situations. Defensive, angry or just open-minded with a sense of humor and willing to work the problem? 💥 When you do this for the next 5 interviews you will start seeing patterns.

How Slow Recruiting Kills Top Talent - 3 insights. 1. #Dopamine: The Key to Motivation We all know that feeling: When we anticipate something good, our brains release dopamine, the "feel-good" hormone. When someone is thinking the first time about switching jobs, dopamine kicks in, pushing to take action. But if your hiring process drags on, their dopamine levels drop, and they might focus on other opportunities instead. 2. The Power of Making Candidates Feel #Important We all share one universal desire: to feel important. A swift hiring process communicates genuine care to candidates. It tells them they matter and that the management team prioritizes them. 3. Speed as an Ultimate #USP. Leave your competitors behind by having the fastest recruitment process and make a memorable first impression on top talent before they even consider the competition.