by Thomas Boerve | Jun 30, 2020 | Article, Sales
The future of human-led sales interactions FollowFollow Sales organisations will need to find their feet in a new normal. The new normal is shaped by a shift that has been underway for quite some time but the speed of change has been greatly accelerated by the recent...
by Thomas Boerve | Mar 13, 2020 | Article, Leadership & Transformation
The message to Commercial Leadership when the downturn hits FollowFollow After the longest economic expansion in recent history, business leaders are now faced with some initial indications that the economic tides might be turning.The experienced leader will have seen...
by Thomas Boerve | Dec 28, 2019 | Article, Sales
The Death of the (Average) Salesman FollowFollow 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...
by Martin Nyvang Mariussen | Nov 25, 2019 | Article, Marketing, Sales
Why Commercial Executives are Doubling Down on Inside Sales FollowFollow 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...
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