Moonshots for Commercial Leadership

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.

What Commercial Executives Say Is Holding Back Inside Sales

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

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

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

The future of human-led sales interactions

THE FUTURE OF HUMAN-LED SALES INTERACTIONS  Sales organisations will need to find their feet in a new normal. The new normal is shaped by a shift that has been underway for quite some time but the...

Six ways BTB Marketing functions can make themselves indispensable to Sales

Marketing and Sales collaboration is called the “trillion-dollar problem” due to the immense impact of the lack of alignment between the two functions. In some organizations, the relationship is...

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...

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...

Moonshots for Commercial Leadership

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.

The future of human-led sales interactions

THE FUTURE OF HUMAN-LED SALES INTERACTIONS  Sales organisations will need to find their feet in a new normal. The new normal is shaped by a shift that has been underway for quite some time but the speed of change has been greatly accelerated by the recent COVID-19...

The New Imperative For Salesforce Development

Current meeting and travel restrictions are changing more than the way B2B companies sell (from field sales heavy to mixed used of digital, virtual, and face-to-face interactions). It is creating a new imperative for successful and efficient global sales force...

Brand, Demand, Deal – a framework for agile marketing

  How marketing can organize around the three imperatives for revenue marketing While Marketing in BTB companies should be going into a golden age due to the digitization of the buyer journey and the declining efficiency of classical sales tactics such as cold...

The Hidden Elements of B2B Sales Success

Measuring sales success is simple (ability to hit sales & margin targets), but getting there is more tricky, as illustrated by the fact that the share of B2B sales rep meeting sales targets has been on a 5-year decline. Successful sales-people & organisations...

Virtual Selling: How to succeed with the transformation

Commercial leaders need to succeed with many things, but one in particular; Profitable growth. In a B2B context, one of the key transformation levers they are pulling to achieve this, is the transformation of the sales force from field sales heavy (selling primarily...

The CEO message to Commercial Leadership when the downturn hits

After the longest economic expansion in recent history, business leaders are now faced with some initial indications that the economic tides might be turning. The experienced leader will have seen it before and know that a potential recession like those before will...

How To Sell Through Customer Success

As B2B companies shift their focus from big complex enterprise sales towards a simplified offering centred around a "land & expand" sales model, the team responsible for customer development (often called Customer Success) becomes a critical engine for growth. If...

How to Build a Content Factory

Insightful and creative content is critical for organisations to turn their marketing function into a strategic asset. Nevertheless, for many organisations the content creation process is lengthy, full of friction and cumbersome. Too often, this happens as many...

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...

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