by Martin Nyvang Mariussen | Jul 30, 2020 | FEATURED, MARKETING, SALES, SALES FEATURED
FollowFollow As commercial leaders, we often find ourselves bogged down in the weeds of operations, with difficulty to look beyond the next reporting call, management meeting or ongoing technology implementation. The Revenue Engine must run and deliver on its targets....
by Martin Nyvang Mariussen | Feb 24, 2020 | SALES FEATURED, TOPFEATURED, TopLeftFeature (2nd part)
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...
by Jesper Karpsen | Jan 13, 2020 | SALES, SALES FEATURED, TOPFEATURED
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...
by Thomas Boerve | Dec 28, 2019 | BottomMiddleFeature (2nd part), FEATURED, SALES, SALES FEATURED
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...
by Thomas Boerve | Dec 19, 2019 | BottomRightFeature (2nd part), SALES, SALES FEATURED, TOPFEATURED
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...
by Martin Nyvang Mariussen | Nov 25, 2019 | MARKETING, SALES, SALES FEATURED
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...
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