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....

Damn it feels good 2B in B2B Marketing

B2B marketers are a bit like the vice president of the United States. We are not exactly educated for it (with 85% of us "self-taught" in the discipline) and no one really grows up with the dream of becoming one (wasn’t on my list either…). Selling HVAC...

Få dialog kaffe på kanden i salg og marketing

De fleste B2B salg og marketing organisationer står overfor en enorm udfordring. Mange ved det ikke endnu, men en del er begyndt at se skriften på væggen. Måden der bliver købt ind på ændrer sig nemlig radikalt i disse år: Det tager nu gennemsnitligt 18 opkald at...

3 Dogmas for Successful Marketing anno 2018

A partner at the consultancy where I started my career, once taught me something valuable, as they occasionally do. Set up barriers and rules for yourself as a means to drive creativity This is for example the principle of the Dogma 95 movement in movie making or...

What’s your guilty pleasure?

Commercial Managers are the classical music conducters of business. Powerful in their ability to make others play to their full potential and keep the rhythm of the orchestra.  Here's what I want you to take away from this week's article: Find out what your...

Are you a Marketing Marduk?

The old Babylonian king of the gods, Marduk, was born in a time of great crisis. The embodiment of the primordial chaos, Tiamat, had turned against the other gods, threatening to destroy them all. The breakdown of culture and order with chaos as a substitute. Enter...

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