Below you can find Kvadrant’s hand-picked key insights for commercial executives.
Commercial Leadership Moonshots for the 2020s
by Martin Nyvang Mariussen | Jul 30, 2020
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
Rise of Revenue Marketing
by Mikkel Bach-Andersen & Martin Nyvang Mariussen | Oct 30, 2020
From marketing campaigns to GTM programs
by Mikkel Bach-Andersen & Martin Nyvang Mariussen | Sept 24, 2020
Our latest thinking, perspectives & recommendations for commercial leadership
How can sales & marketing collaborate when they operate with different funnels and ways of working?
In our Commercial Leadership Forum for CxOs of global B2B companies, we asked for their take on the current status of inside sales.
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.
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.
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.
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.
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.
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.
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.
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.
In this episode we investigate the evolution of sales in a B2B context and discuss topics such as Consultative Selling and Inside Sales.
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.
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