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
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 long been the standard organizing principle. However, in the modern B2B buying environment, where buyers use channels interchangeably selling is a product of sales and marketing collaboration.
The future of human-led sales interactions
Over the past couple of years, enabled by deep understanding of the technological advancements and shifting customer behavior, some companies have experienced stunning growth rates by proactively changing the traditional way of working in the commercial function.
The CRO Podcast Episode 4 – Digital Transformation af Marketing hos Jabra
In this episode you can listen to a conversation between Brian Andersen (Senior Director, End Customer Marketing at Jabra) and Mikkel Bach-Andersen (Partner, Kvadrant Consulting) about what Jabra have learned through out the process of digitalisation.
How BTB Marketing can make themselves indispensable to Sales
Marketing and Sales collaboration is a large problem due to the immense impact of the lack of alignment between the two functions. If the they does not see themselves as being mutually dependent, achieving alignment is nothing more than a pipedream.
The New Imperative For Salesforce Development
Anew imperative for successful and efficient global sales force development, where traditional “once per year” long format classroom sales training give way to increase use of bite-sized digital & virtual learning sessions, supported by hands-on manager coaching.
Brand, Demand, Deal – a framework for agile marketing
BTB companies should be going into a golden age due to the digitization of the buyer journey many marketing organizations are struggling to “prove” the value they create. Read here to understand how marketing leaders can take responsibility for value attribution.
The Hidden Elements of B2B Sales Success
Successful sales-people & organisations are like other high performing individuals or teams; Results come from the things we don’t see. In this article, we uncover the 6 “hidden elements” which stand out as the strongest predictors of sales success.
Virtual Selling: How to succeed with the transformation
Commercial leaders need to succeed with many things, but one in particular is Profitable growth. In a B2B context, the transformation of the sales force from field sales towards inside sales can be the key.
The CRO Podcast Episode 3 – The Evolution of B2B Sales
In this episode we investigate the evolution of sales in a B2B context and discuss topics such as Consultative Selling and Inside Sales.
The CRO Podcast Episode 2 – The Evolution of Marketing
In this episode we investigate the evolution of marketing over the last couple of decades and illuminate the prerequisites for building a succesful markering engine.
The CRO Podcast Episode 1 – Introduction
In this episode we introduce the CRO. A person who manages to put himself into the company’s growth agenda and drive revenue through a multidisciplinary approach.
The message to Commercial Leadership when the downturn hits
History shows, that those companies that fare well during and after recessions have two things in common: They prepared well and acted fast both when the downturn hit and when the following uptake came.
Why the Time is Right for Most B2B Companies to Introduce a Chief Revenue Officer
The big question is whether BtB companies across the spectrum should introduce the role of the Chief Revenue Officer? In our view, the answer is “yes”. Read this article to find out why.