How to Build an Inside Sales Organisation in 10 Weeks

There is much talk in the corporate about agile development, rapid prototyping and experimentation. At Vattenfall we decided to put these topics to the test by challenging ourselves to build a new...

The Death of the (Average) Salesman

While “consultative selling” has been a hot topic for decades now, the truth of the story is that very few organisations have really needed it and even less ever gotten around to really practice it....

The New B2B Growth Playbook

For many years, the typical medicine for declining revenue growth in B2B organisations was quite simple; improve salesforce capabilities through training, enablement, and coaching to grow sales. But...

Marketing transformation: How CMOs should use their first 100 days on the job

While 100 days might be an arbitrary time span, it is crucial, with a decrease in CMO tenure and respect from other C-suite members, to quickly establish momentum in order to gain the support...

How to Build an Inside Sales Function in 10 Weeks

For most commercial leaders, inside sales development revolves around expanding the function’s responsibilities (e.g. from lead qualification to full funnel responsibility for transactional...

Four Building Blocks of a Strong Brand Foundation


Building a strong brand foundation does not solely help you ensure differentiation in the marketplace but are also energizing the organization and providing guidance for the employees. In this...

5 Reasons Commercial Executives are Doubling Down on Inside Sales

 In our work helping sales organisations improve performance, we’ve witnessed an interesting development over the past decade; Field-sellers are finding it increasingly difficult to get meetings and...

How marketing leaders can reclaim their seat in the C-suite and ignite growth

The new playbook for commercial organizations is tearing down Siloes between Marketing, Sales & Customer SuccessAs Technology has changed how customers behave and how companies can respond to...

How to align your sales and marketing teams – creating a service level agreement

It is no news to companies that alignment between marketing and sales tend to be an exception rather than the rule. However, only a few are aware of a successful arrangement could generate up to...

6 essentials for the new B2B Lead Engine

Led by the emerging breed of SaaS companies, a new blueprint for B2B lead generation has emerged over the past decade, significantly outperforming the old on volume, quality and cost per lead....

How to Build an Inside Sales Organisation in 10 Weeks

There is much talk in the corporate about agile development, rapid prototyping and experimentation. At Vattenfall we decided to put these topics to the test by challenging ourselves to build a new commercial function (in this case an Inside Sales function) in just 10...

How to Build an Inside Sales Function in 10 Weeks

For most commercial leaders, inside sales development revolves around expanding the function’s responsibilities (e.g. from lead qualification to full funnel responsibility for transactional purchases)monscaling the function or optimizing work processes and supporting...

From scattered to strategic thought leadership

The following article has, by the blessing of its author Kristoffer Kej, been translated from Danish to English, adjusted and some places been re-written to fit our blog. To read the original Danish article, please visit Relationspeople. From scattered to strategic...

Are you building extreme sales talent at the right pace?

“…In complex sales, the performance gap between top and average sales reps is 300% and this is widening as the average rep is experiencing a more complex buying environment” 22% of B2B sales reps are expected to be made redundant by 2020. Especially sales reps working...

3 signs you’re sitting on Sales & Marketing gold

1. The unexploited CRM database potential  You have tons of contacts in your CRM system, but don't know what they are up to. No tracking on how contacts are engaging with you digitally and no ability to act instantly when high interest is demonstrated.2. Unexploited...

Tre råd til at styrke forretningen med thought leadership

Der bliver i disse år snakket meget om thought leadership, men for mange virksomheder bliver det desværre ved snakken eller blot til små, sporadiske indsatser uden reel betydning for forretningen. Og det selv om en stærk thought leadership position beviseligt kan...

Det ville jeg ikke gøre hvis jeg var dig.

Der findes lette veje til overfladisk thought leadership, men tænk dig godt om Man kan i dag læse på DR.dk hvordan Nicolas virksomhed sælger falske likes til virksomheder for at “få dem til at fremstå mere troværdige” (link til artikel). I betragtning af den risiko...

Sales, Marketing & The 1st Law of Combat

The fact that 87% of words Marketing & Sales use to describe each other are negative, is a strong indication that many leaders still have great potential to bridge the gap between the two commercial silos. Law of combat #1 is to “cover and move”, according to...

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