Marja Mikkilä

ARE YOU CLEAR ABOUT YOUR BTB SALES PARADIGM? Mikkel Bach-Andersen, Partner at Kvadrant Consulting: "One of the most important aspects of building, and managing a sales team is to be fully attuned to the type of selling that the team will be doing. Despite this many sales teams are designing and enabling their teams based on imperatives that are fit for another type of selling - This disconnect can seriously tank outcomes. " Let's call the two extremes "transactional vs complex sales" 👉 HOW THEY DIFFER How CUSTOMERS buy - Transactional selling: The buying process involves 1-2 stakeholders and is characterized by quick, straightforward decision-making. This supports standardized products or services, focusing on efficiency and volume. - Complex selling: Involves multiple stakeholders from various levels and functions. The buying process is strategics and requiring alignment with broader business objectives. How you SELL - Transactional selling: Utilizes high-speed, high-volume sales processes with standardized playbooks designed for quickness and minimal customization. Individuals sell. - Complex Selling: Demands a tailored, consultative approach, focusing on the specific requirements of the deal and stakeholders involved. Sales is a team sport. 👉 IMPLICATIONS for you to build, and manage your sales team 1️⃣ SALES MANAGEMENT - Transactional selling: Typically involves a directive style, with sales managers providing clear, structured guidance to teams, often focusing on achieving quick wins and maintaining high activity levels. - Complex selling: More autonomous, supporting experienced teams who manage fewer, larger deals. This style requires leaders to offer strategic coaching, focusing on complex negotiations, deal management, and long-term account planning. 2️⃣ PERFORMANCE MANAGEMENT - Transactional selling: Concentrates on volume-based metrics such as several transactions, calls made, and deals closed within short periods. - Complex selling: Emphasizes the quality of engagements by focusing on the depth of stakeholder relationships and progression of individual deals 3️⃣ CRM - Transactional selling: Highly efficient and automated systems manage a many transactions, emphasizing automation, ease of use, and simplicity in data management. - Complex selling: CRM systems support detailed account planning and complex relationship tracking 4️⃣ TRAINING & ENABLEMENT - Transactional selling: Emphasizes rapid product knowledge acquisition, qualification, and efficient sales tactics. Training sessions are frequent and short, aligned with market changes and product updates. No need for training in methodology. Focus on playbooks and scripts - Complex selling: In-depth training in business acumen, account management, and consultative selling skills. 5️⃣ HIRING - Transactional selling: You can hire for grid, persobality, hunger and train for skills and knowledge. - Complex selling: Hire for skills, knowledge, and personality.

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💫 Awesome leader and speaker Brené Brown 💫 on a stage @ Nordic Business Forum 2024 Picking up some berries of the Talks about the greatest leadership - how to be a brave leader in a changing world? 💫 Vulnerability 💫 When facing failure, can you get back on your feet - can you get back on your own? There is absolutely not bravery without vulnerability. ➡️ Take a risk, environment is changing all the time. Love is a risk. Joy is the most vulnerable thing. We all are vulnerable. Say I love you first. 💖 There is no environment where vulnerability is not welcome because it is always there. Emotional phenomena at work at the time is: Fear of being irrelevant. Have a SOFT FRONT, STRONG BACK. Be brave and show your own values. 💫 Leading at the phase of change 💫 These days we face many kinds of uncertainty. What kind of a leader you wanna be? Supportive? Depth of capacity of uncertainty is meaningful. Are you rescaling or upscaling? That means a lot of uncertainty. Be a learner. 💫 Hard conversations 💫 Leaders have to go there and perform without training. You can train to be respectful. Learn and challenge your mindset. 💫 Failure 💫 Handle the failures with the team. You need all four of these to have your team working well during a transformation: Tools Systems Mindset Skills If one of these lacking, you are not reaching the target. 💫 Who's going forward 💫 is the question. Hope is a good strategy - Hope is a behavioral process. Notice that there are multiple pathways. We really have a capacity of everything positive: laughter, love, innovation 💖 Let's use it. Thank you Into Seinäjoki Oy for organizing the NBF event in Seinäjoki 🤩

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Great to see how #SveaPerintä is taking a significant step forward in modernizing invoice and document distribution with Tietoevry’s #Multichannel Service. Here's how we are making an impact: 💼 Enhancing communication by reducing paper-based processes, leading to significant gains in cost efficiency and customer experience. Curious to learn more about our journey? Dive into the full story here 👉https://lnkd.in/dXV9_R8D #CCM #DocumentProcessing #Invoicing #CustomerExperience

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Where are the opportunities in transport and logistics? Here are three top considerations that executives are thinking about today! 1. There is a rising demand for sustainable transport. Both consumers and authorities want to cut carbon emissions. We must invest in electrification, alternative fuels, and better logistics. They will reduce environmental harm. 2. Labor shortage: Like many countries, Sweden lacks skilled workers in transport. There is a particular shortage of drivers and warehouse staff. This shortage is hurting supply chains and raising costs for companies. 3. Digitalization and tech transformation: To compete, transport and logistics firms must adapt to digitalization. They must do so. This includes automating processes and using data analytics. They will optimize routes and warehouse management. It also includes managing complex supply chains that often must integrate various systems. A great way to move forward is to meet and learn from others. Will I see you at Swedish-Polish Chamber of Commerce's networking event on Monday 28th 13:00?

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Can you guess what ‘optimera’ means in Swedish? That’s right, to optimize! 📈 And that’s what Optimera Svenska AB has done: they’ve opted to expand their relationship with RELEX Solutions to include RELEX advanced supply chain diagnostics capabilities to understand the root cause of stock-outs and improve their customer experience. #SupplyChain #Logistik 

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Do ethical considerations play a role in the integration of #AI in #ITSM❓ In our interview with Päivi Rekonen, we talk about the importance of transparency and responsible AI practices. What is crucial to be able to use AI effectively in service management❓ We looked at the practical benefits that maintain trust and accountability at the same time 👉 https://ow.ly/Kc9T30sH1gu

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Ellevio joins Netigate + Lumoa combination to improve their CXM. Very happy to have Ellevio choosing Netigate + Lumoa combination for their CXM journey. Ellevio will analyze customer verbatims & sentiments to automatically provide insights to improve their customer experience. They will also use our driver-analysis to prioritize product developments. Thanks for the trust in a Nordic player that wants to take on the US based giants 🙌, Ellevio team - Carolina, Kristine & Jakob ++. Curious to read about our case with Ellevio? --> https://lnkd.in/df24Nhz3. #CX #Analytics #Sentiment

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Martin Karlowitsch's sessions are always high quality. If you are into manufacturing and will be at Directions for Partners EMEA next week, consider adding this session to your schedule! #manufacturing #dynamics365 #businesscentral #netronic #boyumit

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Can you guess what ‘optimera’ means in Swedish? That’s right, to optimize! 📈 And that’s what Optimera Svenska AB has done: they’ve opted to expand their relationship with RELEX Solutions to include RELEX advanced supply chain diagnostics capabilities to understand the root cause of stock-outs and improve their customer experience. #SupplyChain #Logistik 

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How fast are you able to respond to new leads? ⏱ Quite interesting insights from RevenueHero: They contacted 1 000 B2B sales teams and found that 60% took more than 24 hours to respond to new leads, and 40% didn’t follow up at all. In today’s fast-paced business environment, that’s a massive missed opportunity! Studies show that responding to leads within the first 5 minutes dramatically increases the chances of qualifying them. Speed is absolutely crucial to staying competitive in the B2B space! https://lnkd.in/dAE-2a-T #b2b #b2bsales

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I am thrilled to share that #SveaPerintä is taking a significant step forward in modernizing invoice and document distribution with Tietoevry’s #Multichannel Service. Here's how we are making an impact: 💼 Enhancing communication by reducing paper-based processes, leading to significant gains in cost efficiency and customer experience. ⚡ Setting up a seamless and fast service structure. 💡 Driving innovation through the capabilities of Tietoevry's flexible Multichannel platform. Curious to learn more about our journey? Dive into the full story here 👉https://lnkd.in/dGiZH_EV #CCM #DocumentProcessing #Invoicing #CustomerExperience

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Three sales today… My clients are CLOSING DEALS left and right!💙🔥 How? No secret formula. Just Strongest Group Oy turnkey sales qualified leads.☎️🤝 1. Figure out relevant information on the call. 2. Spark the interest and personalize the value proposition. 3. Make the meeting happen the same day or week Also my clients are elite sales people, how else would they build trust and close the deal so fast?! And no, we are not talking about B2C or small deals!😎💪🏼 #salestips #b2bsales #myyntityö #modernimyynti #sdr #gotomarket #marketentry

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October was the Cybersecurity Awareness Month but really every month is an awareness month for us. In recent times, we are examining how geopolitical and cyber dynamics intersect to impact Sweden and the broader Nordic region. As our reliance on digital infrastructure grows, so do the complexities of cyber threats that challenge our resilience. From cognitive attacks targeting public trust to the rise of artificial intelligence (AI) in cybercrime, here’s a look at what’s shaping the cybersecurity landscape—and why it matters for everyone, whether you work in IT, manage a business, or simply use technology in your daily life. Read the article by Diana Selck-Paulsson, Lead Security Researcher, Orange Cyberdefense: https://ow.ly/BYRG30sHFLC #Cybersäkerhet #Cybersecurity #Cybercrime

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Want to know more about cognitive assessments and how they add value? Sign up for the webinar next Tuesday!

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Have you agreed on how to handle feedback in your team? Listen to Annika R Malmberg Hamiltons tips below and take them on board to create a healthy and successful team that collaborates, communicates and innovates... together. #winningtemp #teamsuccess #leadership #feedback

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Discover the power of generative AI at ServiceNow Summit Helsinki where KONE, Zoom, Vienna Insurance Group, DigiHelsinki and many more share their experiences with digital transformation. Put AI to Work with ServiceNow! #GenerativeAI #ServiceNowSummit

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Are you a business owner looking to streamline your customer service process or enhance your design and simulation capabilities with high resolution VR/AR technology? Look no further than the innovative solutions served up by tech startups like Ultimate.ai and Varjo in Helsinki's thriving entrepreneurial ecosystem. These examples show us that efficiency and innovation are closer to your reach than you think. However, you might ask, "Can AI-powered customer service really increase efficiency, or will high-fidelity VR/AR tech improve my design processes?" If you're pondering these queries or similar ones, you're not alone. What better time to explore these revolutionary technologies to stay on top of your industry? Leveraging Helsinki's rich tech talent pool, ease of access to government and European investment funds, and robust research institutions, these startups take their respective niches by storm. As a business owner or entrepreneur, can you really afford to not explore these groundbreaking developments occurring in our own backyard? Pause for a minute and reflect on your company's strategies. Do they align with the upcoming wave of digital transformation powered by AI and VR/AR technologies? Reach out, let's discuss how you can harness these emerging technologies for your business growth. It's time to embrace the future.

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