Featured Insights
Below you can find Kvadrant’s hand-picked key insights for commercial executives.
Commercial Leadership
Commercial Leadership Moonshots for the 2020s
by Martin Nyvang Mariussen | Jul 30, 2020
Strategic Branding
A brand architecture playbook for CMOs during high M&A activity
by Mikkel Bach-Andersen & Karl Kjellerup Barfoed | Mar 5, 2021
Digital & Virtual Selling
How To Succeed With The Inside Sales Transformation
by Martin Nyvang Mariussen | Apr 22, 2020
Marketing
Rise of Revenue Marketing
by Mikkel Bach-Andersen & Martin Nyvang Mariussen | Oct 30, 2020
Marketing
From marketing campaigns to GTM programs
by Mikkel Bach-Andersen & Martin Nyvang Mariussen | Sept 24, 2020
Latest Insights
Our latest thinking, perspectives & recommendations for commercial leadership
Design your content engine for maximum impact and efficiency
Key points from this article: B2B marketers responsible for content marketing are struggling. Both from a creativity and productivity standpoint compared to their B2C counterparts. Internal planning, focus during ideation, pragmatism, and broad targeting are the...
Marketing by the numbers & measuring what matters
It’s better to be approximately right than exactly wrong.”- Carveth Read, 18th century author In this article, we will cover: Knowing what to measure & which goals to focus on How to evaluate success as a critical part of modern B2B marketing A measurement...
How to build a B2B customer success function
Customer Success, a function that saw it's rise within SaaS companies, is increasingly coming to more and more commercial teams. The function sits right between Sales, Marketing & the more traditional Support/Service, and can be difficult to get right. In this...
Promoting your best salespeople to managers isn’t wrong – it’s just not enough
As the requirements for effective selling in B2B grows, so does the need for sales to move from "team of sellers" to "teams that sell"
If Sales Plays are so great – Why are they used by so few?
As the requirements for effective selling in B2B grows, so does the need for sales to move from "team of sellers" to "teams that sell"
How Sales Leaders Set Sail in the Inflationary Storm – 3 Practical Levers
Customers have never particularly enjoyed price increases from their suppliers and sales have never particularly enjoyed having to talk to their customers about it.None-the-less, raising prices through customer dialogue has always been a fixed part of the B2B sales profession, but being successful at it has perhaps never been more critical than right now. Inflation is at a 40-year high. Energy prices have gone up 10x since the beginning of 2021. The global metal-price-index is up 20% in the same period and transportation costs 79%.
Positioning branding as an investment, not an expense
As the requirements for effective selling in B2B grows, so does the need for sales to move from "team of sellers" to "teams that sell"
From digital business card to buyer enabling and revenue generating – the story of the B2B corporate website
As marketing and sales become more interconnected and interdependent, there is a need for many organizations to firm up how to do joint planning.
Breaking the marketing mold: Eight pointers from the frontline on how to transform the B2B marketing function
For Chief Marketing Officers in B2B companies there have never been a better way to show direct impact on the business. Yet, at the same time, we often see how difficult it is for even very seasoned marketing leaders to follow through on the needed transformation of Marketing. While there are much written about the “why” and the “what” of turning marketing into a revenue-contributing function we believe that there is lack of insights on “how” to handle the transformation. This article will cover those topics and hopefully provide some guidance on how marketing leader can maximize the probability of succeeding with the often much needed revamp of their function.
It’s time to get joint sales and marketing annual planning right
As marketing and sales become more interconnected and interdependent, there is a need for many organizations to firm up how to do joint planning.
It’s time for marketing to move from lead to revenue generation
As the requirements for effective selling in B2B grows, so does the need for sales to move from "team of sellers" to "teams that sell"
Why B2B sales need to go from “team of sellers” to “teams that sell”
As the requirements for effective selling in B2B grows, so does the need for sales to move from "team of sellers" to "teams that sell"
A brand architecture playbook for CMOs during high M&A activity
facebooklinkedinRegardless of industry, size, or role in the value chain, every company needs a firm grip on its brand portfolio and how its brands relate to each other. Unfortunately, many B2B companies put little to no thinking into this topic and improvise on a...
Setting up virtual sales for long-term success
facebooklinkedinKey takeaways - COVID-19 has fundamentally shifted seller/buyer interactions towards more digital & virtual interactions - Sales leaders need to address this shift with immediate actions to secure revenue in the short-term and start assessing...
Designing the sales force for a new era
facebooklinkedinHappy New Year! As one of the most troublesome and unpredictive years in the last couple of decades comes to an end, it is also a perfect opportunity for commercial executives to look ahead and reflect on how the new normal will look like - which of...