Sales and growth

Find information about sales and growth. In short, how you manage your company’s bottom line.

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SALES

What is social selling, and how do we do it?

TOOL | You are probably familiar with the word, but maybe you’re unsure what it means. Is it just another buzzword for marketing or advertising on social media?

Goodbye to cold canvassing. Warm leads are digital

TOOL | Many of us are familiar with this problem. We are often agitated when a telemarketer calls us out of the blue and robs us of our precious time. Even though we know the person is only doing his job. But in many cases this job should perhaps be done differently? When was the last time you bought something based on a cold canvassing call?

How (not) to make a B2B sale

TOOL | Selling business to business (B2B) can be a difficult and exhausting process. Often it takes a long time for a potential customer to say “yes” and you risk a huge amount of “no thanks” along the way. But without selling we have no business, so there’s no way around it. In this article we’ll show you five classic mistakes to avoid, and we’ll give you five steps to the extraordinarily good sales process.

Understand Blockchain

TOOL | Blockchain is a technology which, among other things, allows secure transactions directly between individuals. This means no need for middlemen such as banks. For instance, Blockchain is the technology behind the digital currency bitcoin and it has the potential to change the way we do business in the future.

Why you must know your thought pattern

TOOL | The thought pattern you have is very significant because it predicts your level of achievement. If you have a growth mindset you will achieve better results, according to Carol Dweck.

How to create a convincing business case

TOOL | A business case can be created in many different ways. From an informal oral presentation to a formal document containing paragraphs and extensive calculations. Here we present a version that is located somewhere in the middle.

How to do a cost-benefit analysis

TOOL | The cost-benefit analysis is used for evaluating a project’s total expenses and expected size of revenue. Based on the analysis the company is able to evaluate whether a project is worth the effort.

A guide to the great phone call (and sale)

TOOL | The foundation of all great phone calls is that they take place between people. If you want great phone calls, you must be the person you are. For some, it'll feel awkward and difficult, because it's different from what you are used to doing. Accept that the only way you'll have great calls is by being a human talking to a human.

Do you have the right amount of sales people? Here's a better way to find out

TOOL | It's expensive to have too many sales people and not having enough means loss of income. But how are you best able to figure out the optimal number in your sales force?

How to have effective sales people (1/2)

VIDEO | How do you get the best results out of your sales people? And which three things motivates your employees? - It's neither a highjer salary or the fear of being fired. Tony Evald Clausen reveals the right answers in these videos.

How to motivate your sales people and make them love you as their boss

THEME | Selling is a creative process where you continuingly need to adapt to the information you receive, the experience you have of yourself and the experience the customer has. In order to be creative you must think abstractly and put together elements from the whole. It's impossible to do this efficiently if you only focus on the reward.

How to make your sales people more effective

THEME | How you measure your sales people has great effect on the results you get and the efficiency of your common effort. It may seem obvious to measure performance based on how much a person converts and how many customers the he or she visits or calls.

How to deal with your competition

TOOL | Competition is generally healthy and not as dangerous as a lot of people tend to think, so why be afraid of it? The competition should be a motivator for your company’s ability to do better.

Purchase management – pursue a definite”no”

TOOL | Isn't pursuing a “yes” the rational thing for a sales representative to do? No, not necessarily, says Tony Evald Clausen of SalgsPiloterne. Find out what you can get from pursuing a definite "no"

AIDA – Get attention from your recipient

TOOL | Simple communication method that helps you to capture the interest of the recipient, whatever type of writing you are working with. Attention, Interest, Desire, Action.

Balanced Scorecard: Five principles to focus on the bottom line

TOOL | According to 2GC The Balanced Scorecard is the world’s most popular performance management method. But it's a complex tool, and this means that a lot of companies struggle to gain the maximum effect from it.

Ansoff’s Growth Matrix

TOOL | Ansoff’s Growth Matrix present three different possibilities your company can pursue in order to obtain growth.

Why it is more likely that you purchase, when you shop from your iPad

THEME| We have a tendency to increase the value of an object when we own it. Psychologists call this the "endowment effect". It's present in even trivial things like coffee cups and chocolate bars, someone just received in a laboratory. These somewhat irrational recent owners, will want much more money for the coffee cup, than the more rational buyers are willing to pay for them.

Why you have to measure your communication

TOOL | Good communication creates results. That is the message from a group of Swedish researchers. If you know how to communicate effectively with your employees, it has an effect on the coworker, the group and the entire organization.

It's proven: A good workplace performs better

TOOL | Both in the private and the public sector it is the same song: Produce more with less money and also increase the employees' work satisfaction. And everything indicates that the problem isn't getting any smaller in the future. The competition keeps growing and prices drop. That is why productivity and efficiency is still one of the hottest topics among many companies. But the path to higher productivity and quality is not always “running faster”. Rather, it's about creating a common language, common goals and mutual respect.

Lego: International marketing

CASE | Former Executive Vice President, Marketing at LEGO, Mads Nipper, gives his ideas of important elements of international marketing. We talk about values, customer knowledge, product rages, full value chain responsibility, marketing approach, choosing channels and leadership.

KPI/CSF Template

TEMPLATE | If you are about to or in the process of working with KPI’s (Key Performance Indicator), it is a good idea to gather all business goals, definite goals, KPI’s and measuring points in a single document. This template is one way of doing it. In this model you can, other than the company’s shared KPI’s, also insert KPI’s for individual divisions or even individual employees.

KPI: You can't win without a goal

TOOL | As executive it is your job to have a clear view of the big picture. You must clarify the company’s vision and mission and know in which direction the company has to move. In a complex company where (almost) everything is measurable and where many different aspects of your business can influence your overall mission, this is not an easy assignment.

Prepare your product for export

TOOL | In order to sell your product on the foreign market you've decided on it is important to adapt your product to the market(s) you wish to sell it on. Here, you have to be aware of the county’s rules, conditions and preferences.

Identify your market

TOOL | If you want to succeed in your export market, first you must identify the market that is most profitable for your products or services in particular. Without guidance or help this can be a very time-consuming and expensive process – especially for smaller companies.

Good leadership creates better bottom line results

TOOL | Even the best leaders know they can be better. But, it's difficult to find out where to start. Which dimensions of your leadership have the most effect on your company’s bottom line and your employees' satisfaction? And, is it the employees or the bottom line that's most important? The answer might be surprising: Both.

Negotiation Technique (1/3)

VIDEO | What is it that separates the good negotiators from the best? You will get to know in these videos with Jan Lindegaard, who among other things is former Group Purchasing Director of ISS. It is, among other things about the right preparation, about building trust and about asking many questions.

The elevator pitch and the good sales pitch

TOOL | BANG! I can make you the best salesperson you could ever possibly be. Yes please! This is how a good sales pitch begins – with an opening that explodes, and you are already well on your way to capturing the attention of your customers. An elevator pitch is a term for a sales pitch that lasts no more than 30-90 seconds – the time it takes to get from one floor to another in an elevator.

GROWTH

How to use the product life cycle for maximizing the success of a product

TOOL | For many of us, marketing is as much an art form as it is science. If you need input concerning the scientific part of marketing, then the product life cycle is a good place to start. It shows, generally, when chances are highest for a specific initiative to give the best results.

How to grow by strengthening your company’s lead culture

TOOL | Leads are references to potential customers which the company’s sales team then tries to convert into actual customers. There are many ways of addressing leads and generating leads, but the goal is always the same: To create sales and growth.

Create continual growth using the right strategy and an efficient infrastructure

TOOL | If you've ever been part of a company with the ambition of growing bigger, then you've probably also experienced that creating and especially maintaining growth is rarely easy.

Impact measurement after the ROI method (1/3)

VIDEO | What was the return on your latest project? If you do not know or are in doubt you can learn much more in this video series with Peter Levinsen. Contrary to what many may think, according to Peter, it is not difficult. It only requires that you know how to do it.

How to choose the best growth-possibility: Weighing growth and risk

TOOL | Initiatives for growth are often chosen from the heart, a gut feeling or intuition. But if this method no longer qualifies, we offer you a method that lets you evaluate your growth-possibilities in relation to their potential for generating profit and which also gives you a realistic evaluation of risk.

How ready are you for export?

VÆRKTØJ | The following questions focus on some of the characteristics successful exporters have in common. How many of them can you answer with a yes?