09 Aug It’s time for marketing to move from lead to revenue generation

Posted at 14:27h in Sales Excellence by Mikkel Bach-Andersen 0 Comments

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As the requirements for effective selling in B2B grows, so does the need for sales to move from "team of sellers" to "teams that sell"...

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27 Jul Why B2B sales need to go from “team of sellers” to “teams that sell”

Posted at 17:39h in Sales Excellence by Martin Nyvang Mariussen 0 Comments

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As the requirements for effective selling in B2B grows, so does the need for sales to move from "team of sellers" to "teams that sell"...

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30 Jan Setting up virtual sales for long-term success

Posted at 09:55h in Leadership & Transformation, Sales Excellence by Thomas Boerve 0 Comments

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As the troublesome 2020 comes to an end, now is a perfect opportunity for executives to reflect on how the new normal will look like....

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24 Sep How can sales & marketing collaborate when they operate with different funnels and ways of working?

Posted at 07:55h in Marketing Excellence, Sales Excellence by Mikkel Bach-Andersen 0 Comments

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How can sales & marketing collaborate when they operate with different funnels and ways of working?...

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30 Jul Moonshots for Commercial Leadership

Posted at 19:41h in Marketing Excellence, Sales Excellence by Martin Nyvang Mariussen 0 Comments

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While running the engine to achieve immediate goals and developing to fix immediate challenges are important, the commercial leader holds the responsibility for balancing the need for success in both the short and long term....

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30 Jul What Commercial Executives Say Is Holding Back Inside Sales

Posted at 09:02h in Leadership & Transformation, Sales Excellence by Martin Nyvang Mariussen 0 Comments

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In our Commercial Leadership Forum for CxOs of global B2B companies, we asked for their take on the current status of inside sales....

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27 Jul If sales and marketing work best in teams, why are they split into different functions?

Posted at 09:15h in Marketing Excellence, Sales Excellence by Martin Nyvang Mariussen 0 Comments

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Separate sales and marketing functions has long been the standard organizing principle. However, in the modern B2B buying environment, where buyers use channels interchangeably selling is a product of sales and marketing collaboration....

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30 Jun The future of human-led sales interactions

Posted at 10:40h in Sales Excellence by Thomas Boerve 0 Comments

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Over the past couple of years, enabled by deep understanding of the technological advancements and shifting customer behavior, some companies have experienced stunning growth rates by proactively changing the traditional way of working in the commercial function....

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26 May The New Imperative For Salesforce Development

Posted at 13:23h in Leadership & Transformation, Sales Excellence by Martin Nyvang Mariussen 0 Comments

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Anew imperative for successful and efficient global sales force development, where traditional “once per year” long format classroom sales training give way to increase use of bite-sized digital & virtual learning sessions, supported by hands-on manager coaching....

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24 Apr The Hidden Elements of B2B Sales Success

Posted at 15:12h in Leadership & Transformation, Sales Excellence by Mikkel Bach-Andersen 0 Comments

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Successful sales-people & organisations are like other high performing individuals or teams; Results come from the things we don’t see. In this article, we uncover the 6 “hidden elements” which stand out as the strongest predictors of sales success....

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