Ideas worth arguing about.
A catalogue of KK’s papers and frameworks on how selling really works — drawn from four decades of leading and studying commercial organisations.
Selling is a ‘Transfer of Emotions’
Cynicism, indifference, conviction — why emotion decides the sale before logic ever does.
Request this papere = mc²
A model for the energy and multipliers that drive sales performance.
Request this paperChallenges of First-Time Sales Managers
The predictable traps in the move from top rep to team leader.
Request this paperChannel Partner Appointment — Tactical or Strategic?
Appointing partners for the quarter, or building them for the market.
Request this paperSales & Prejudice
The hidden biases that shape how we sell, hire and judge performance.
Request this paperThe 3 Broad Challenges of a Sales Organisation
High performance, consistent performance and predictable performance — and why all three matter.
Request this paperSales People Motivators & Demotivators
Wish lists versus pain points, mapped from the Gillette field.
Request this paperProfiling a Successful Sales Person
The traits and behaviours that predict success — from Gillette India.
Request this paperSFA — an Enabler or a Surveillance Tool?
How sales-force automation is really received, and how to make it an enabler.
Request this paperManufacturing-Centric vs Customer-Centric Companies
Two operating mindsets, and what each does to commercial results.
Request this paperPapers are shared on request and within engagements. Request a paper for your team.
Bring these ideas into your organisation.
Each paper can anchor a workshop or a conversation with your sales leadership.