#23: Martin & Alexander - Contractbook udfordrer den traditionelle salgsorganisation
The Growth Agenda - Sales & Marketing Podcast
Release Date: 03/14/2023
# 42 - Carsten: Navigating the art of growth: Lessons on commercial value, simplicity, and responsiveness to change with Toke Lund, Enterspeed
The Growth Agenda - Sales & Marketing Podcast
In this episode, Carsten Pingel, Partner at Kvadrant Consulting, has his podcast debut in the Palægade studio; joined by Toke Lund, CEO, Partner, and Founder of Enterspeed. Together, they explore Toke's extensive experience in the B2B space, delving into the principles that drive sustained growth. From understanding the power of simplicity to mastering responsiveness in a world of constant change, this conversation uncovers actionable strategies to unlock commercial value. Tune in for practical insights and stories that will inspire your approach to growth and transformation. We hope...
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# 41 - Mikkel & Martin: Rethinking Account Management: From Static Plans to Dynamic Client Partnerships
The Growth Agenda - Sales & Marketing Podcast
In this episode, Mikkel Bach-Andersen, Senior Partner, and Martin Mariussen, Partner, discuss the evolution of account management, shifting from static annual plans to dynamic, monthly engagement models. They examine common pitfalls, like misallocating resources and overinvesting in smaller accounts, and emphasize the skills needed for key account managers to become orchestrators rather than lone operators. Packed with practical advice, this episode is a must-listen for sales leaders and account managers looking to build stronger customer relationships, optimize account plans, and take on the...
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# 40 - Martin & Jeppe: A journey from Science to Sales with Alexander Broe, Novonesis
The Growth Agenda - Sales & Marketing Podcast
In this episode, Jeppe and Martin sit down with Novonesis' Head of Sales & Business Development, Alexander Broe. They explore his fascinating career journey, from endurance sports enthusiast to navigating the corporate world, including his transitions from procurement to sales, marketing, and distributor management. Alexander shares insights into how companies can effectively bridge the gap between B2B and B2C, the challenges of managing distributors across global markets, and how to create real-world impact by developing innovative products. This conversation offers a wealth of knowledge...
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# 39 - Oliver & Jeppe: From frontline to Sales Management to Global ComEx with Daniel Mann, VELUX
The Growth Agenda - Sales & Marketing Podcast
What makes a top sales leader? How do you scale success across global markets? How can leaders adapt and thrive in ever-changing business landscapes? These are among the questions today's episode seek to answer. Oliver Lund Storgaard, Director at Kvadrant Consulting, and Jeppe Andersen, Senior Consultant, sit down with Global Sr. Manager Sales Operating Model & Deployment at VELUX, Daniel Mann. Together, they explore Daniel’s journey through the world of sales, from his early days as a frontline sales rep to leading global initiatives that empower sales teams across multiple...
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# 38 - Martin & Jeppe: Insights on LUNAR with Camilla Frøsig
The Growth Agenda - Sales & Marketing Podcast
What drives success in the fintech world? Is digital banking redefining the financial landscape? What does it take to succeed in digital banking? In this episode, Martin Nyvang Mariussen, Partner at Kvadrant Consulting, and Jeppe Andersen, Senior Consultant, sit down with Camilla Frøsig, Head of Banking Services, Commercial, from LUNAR - the leading digital bank in the Nordics. Together, they dive into Camilla’s journey through the fintech world, exploring her experiences with big, complex deals, building meaningful partnerships, and navigating the fast-paced digital banking landscape...
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# 37 - Charlotte & Brian: The Importance of Websites
The Growth Agenda - Sales & Marketing Podcast
It’s a question worth asking: Are websites still as crucial for businesses as they once were? In this episode, Brian and Charlotte draw on their 30 years of combined experience in website creation to dive into the debate on the importance of websites in today's digital world. They explore the evolving role of websites, consider alternative digital strategies, and discuss whether websites remain the backbone of a strong online presence. Tune in and join the conversation!
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# 36 - Martin & Jeppe: Insights on Teton AI with Claus Ipsen
The Growth Agenda - Sales & Marketing Podcast
In this episode, Martin Mariussen, Partner at Kvadrant, and Jeppe Andersen, Senior Consultant, sit down with Claus Ipsen, Commercial Director at Teton AI, for a dynamic conversation in our Palægade office studio. They dig into some fascinating stories about big, complex deals that have made a real difference for companies and customers alike. Claus shares his wealth of experience, the obstacles he’s overcome, and the victories he’s achieved on his journey within the industry. This episode is designed to inspire and equip the next generation of sales professionals and commercial leaders...
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# 35 - Brian & Mikkel - What We Do At Kvadrant Consulting
The Growth Agenda - Sales & Marketing Podcast
In today's episode, Mikkel Bach-Andersen and Brian Andersen will unveil the inner workings of marketing strategies at Kvadrant Consulting. Discover how they tackle marketing challenges in large professional service firms, and dive into the power of building a strong brand, both for the company and for individuals within it, highlighting how personal branding can enhance credibility and strengthen overall brand reputation. Gain practical insights and real-world examples that redefine how you approach consultancy marketing and sales.
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# 34 - Sixten & Martin - Ecosystem Sales and Partner Management
The Growth Agenda - Sales & Marketing Podcast
In this episode, Martin Nyvang Mariussen and Sixten Schultz dive into ecosystem selling and partnership sales, exploring the evolving sales dynamics and the importance of nurturing relationships with various companies. They examine the critical considerations for assessing product suitability for partnership selling, emphasizing the need to avoid channel conflicts and establish clear rules with partners. Highlighting the role of partners in enhancing customer service and extending product lifespan, they stress the value of investment in partner enablement and collaboration. ...
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# 33. Martin & Mikkel - Why most sales trainings fail and how to fix it
The Growth Agenda - Sales & Marketing Podcast
In this podcast, Mikkel Bach-Andersen and Martin Mariussen dive deep on the topic of sales trainings. How can organisationes design impactful capability programs, avoiding traditional training pitfalls, and tailoring training to specific roles are highlighted. The importance of aligning training with performance gaps, involving cross-functional teams, and using interactive methods for behavior change is underscored. The discussion also covers aligning sales and marketing efforts, digitalization's impact, and fostering continuous learning. Martin and Mikkel stress adaptability, alignment, and...
info_outlineHvad kræves der egentlig for at drive en moderne salgsorganisation i et konkurrencepræget SaaS marked? Vi taler med VP for Strategy & Growth fra Contractbook, Alexander Irschenberger, hvor vi blandt andet kommer ind på:
- Hvordan Alexander organiserer sit salgsteam i Contractbook
- Hvordan han sikrer løbende capability development af salgsstyrken
- Hvorfor man med fordel kan organisere sig omkring kunders problemer i stedet for eksempelvis geografi
Alexander er en stærk kommerciel leder, der lykkedes med at modernisere den traditionelle salgsorganisation med fokus på specialisering over generalisering.