The CMO´s Guide to Marketing Measurement

Measurement is, in general, a critical aspect of any organization today, and marketing is no exception. Digital marketing provides endless opportunities to track different activities, but in this...

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...

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...

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 with average sales rep performance on a 5-year decline, despite an...

The CMO´s Guide to Marketing Measurement

Measurement is, in general, a critical aspect of any organization today, and marketing is no exception. Digital marketing provides endless opportunities to track different activities, but in this ocean of potential measurement points, we often see companies ending up...

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. Between most B2B organisations, the majority of buying and selling...

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...

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 guide, we include four elements of a strong brand. All these elements...

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 face-to-face time with buyers. Traditional sales training vendors...

Recession as opportunity or threat? Commercial leadership decides

Although recessions are generally bad for business, research shows that some companies not only survive the crisis but come through it thriving, increasing annual sales by 9% and profitability (EBIT) by 3 pct. points, while in general, companies see a sales decrease...

How to use the next economic downturn to pull ahead of competition

1. The main idea Economic downturns (recessions) create clear winners and losers and the recession probability doubled from 2018 to 2019. Research shows that the winners are those that prepare in time and as the company's revenue engine, sales and marketing...

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. Best-in-class companies demonstrate 20-50% increase in number of leads, 30%...

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...

What is Inside Sales and what results can B2B companies expect?

The business context is changing, and the speed in which it changes has never been faster, and due to the internet, we have never been more connected across the globe. It is safe to say that the world is becoming more complex. New technologies are emerging and...

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...

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