A story in today’s Dagens Næringsliv about DNB’s success in the US market for high-yield bonds stimulated some serious thinking about cold-calling in interesting times. There are indeed tons of…
John Godfrey Saxe (1816–1887) wrote in his 19th century poem “The blind men and the elephant”: It was six men of Indostan To learning much inclined, Who went to see…
I promised some weeks ago to write a blog about effective sales (and marketing) KPIs. Fact is, I made a detour with a review of Kenichi Ohmae’s “The Mind of…
We will soon be into budgeting season for many companies. For sales executives this is high stress as they will already now have some feeling for order intake next year,…
I just received a paper copy of the Norwegian Research Council’s annual R&D statistics for 2012, which includes success rates (or conversion rates) for certain R&D programs. I was curious,…
Today, we learned that a barrel of Brent oil is down to USD 99,76, the lowest oil price in around 14 months. We have also over the last few months…
There has lately been an interesting discussion in Dagens Næringsliv about the difference between selling and producing beer, and selling and producing surgery (in the context of optimum organization of…
Over the last few weeks, I have had a number of discussions with providers and buyers of services in the area of sales development and sales process optimization. It is…
Following is an interview with Andreas Folkvord, Managing Partner in TrueNorth Consulting (TNC), Oslo Norway, see http://www.truenorth.no. Andreas has advised engineering organisations on sales effectiveness since 2001, including some stints in…
I have always been intrigued by the power of ‘reasoning by analogy’ in business, that one can predict industry trends in one industry by studying what is currently happening in…
