by Martin Nyvang Mariussen | Jul 30, 2020 | Article, Leadership & Transformation, Sales
What Commercial Executives Say Is Holding Back Inside Sales FollowFollow Adoption of Inside Sales is growing 15x faster than field sales and the balance between the two is expected to move towards a 50/50 equilibrium in the coming years. A development that has most...
by Martin Nyvang Mariussen | Jul 27, 2020 | Article, Marketing, Sales
If sales and marketing work best in teams, why are they split into different functions? FollowFollow Separate sales and marketing functions has been the standard organizing principle for the commercial organisation since they first came to light. Sales would sell and...
by Mikkel Bach-Andersen | May 6, 2020 | Article, Leadership & Transformation, Marketing
Brand, Demand, Deal – a framework for agile marketing FollowFollow How marketing can organize around the three imperatives for revenue marketing? While Marketing in BTB companies should be going into a golden age due to the digitization of the buyer journey and the...
by Mikkel Bach-Andersen | Apr 24, 2020 | Article, Leadership & Transformation, Sales
The Hidden Elements of B2B Sales Success FollowFollow Measuring sales success is simple (ability to hit sales & margin targets), but getting there is more tricky, as illustrated by the fact that the share of B2B sales rep meeting sales targets has been on a...
by Martin Nyvang Mariussen | Apr 22, 2020 | Article, Sales
Virtual Selling: How to succeed with the transformation FollowFollow Commercial leaders need to succeed with many things, but one in particular; Profitable growth. In a B2B context, one of the key transformation levers they are pulling to achieve this, is the...
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