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Step 1: Structure Uncertainty
By: Severi Suomala Published 17.4.2026 Which market? Good question. Now slow down. You have identified a market. Maybe it was Germany because a trade fair contact opened a door. Maybe it was Sweden because the language barrier feels manageable. Either way, the market question is the right place to start. What happens next is where…
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Intrinsic motivation: the silent multiplier in sales
By: Severi Suomala Published 8.12.2025 Sales organisations have become exceptionally good at measuring what is easy to measure. Targets, quotas and performance dashboards form the architecture of most commercial cultures, and the assumption often follows that improving these structures will also improve motivation. Yet long-term sales performance rarely maps cleanly onto the size of a…
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Coaching curiosity at scale
By: Severi Suomala Published: 1.11.2025 The curiosity gap Curiosity has become one of the most admired yet least cultivated capacities in modern organisations. Surveys repeatedly show that while leaders champion curiosity in principle, they rarely protect or reward it in practice. The Mercer Global Talent Trends 2024–2025 report confirms that only a minority of organisations…
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Why curiosity outlasts experience in sales
By Severi Suomala Published 30.09.2025 Experience gave me my first promotion. Curiosity gave me the rest. I have worked in insurance, SaaS, and security, not exactly a straight and obvious career path. Each time, experience helped me get started. It gave me the context to step into a new role and know which way was…
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Beyond the niche: What really predicts success in sales hiring?
By Severi Suomala Published 1.9.2025 From thesis to job market This spring I completed my thesis. Since then, I have not been writing, and I found myself missing it. This article is a way to vent that desire, by regurgitating reflecting on my findings from articles, conversations and literature from this summer. It also happens…