Patrik Korhonen

I've heard a lot about sales strategy many times. In most cases, these were just cool presentations that no one looked at again after the show. A sales strategy is not just about writing numbers on the third slide; it's work that needs to be controlled. Today, Oleksii Sinichenko and I talked about the strategies used by most sales departments, from very primitive to complex ones. Add +1 hour to your calendar for viewing, and it will help you review the typical mistakes when planning your plans. https://lnkd.in/dnZ_Z3jd Thank you!

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Getting prospects and leads is the lifeblood of a sales pipeline. Converting them to sales is the goal but to do that we need leads to start with. Here we see the most common challenges from the 2024 survey of Swedish SME's (focus on small micro companies). Deciding what is best is the most common problem in getting leads. While this takes time and effort it is not hard. As we have seen, too many do what everyone else does and gets the same result. The road less travelled is better. Tools to help get leads is also a factor. This is understandable and not at the same time. All the tools out there is part of the problem but the biggest one is how they are sold. Also the biggest opportunity for those selling tools that work. Businesses looking for tools to help do not find them from tool providers. By accident, looking when they have a specific need is how they find them. This and more in the briefing session on Thursday, link in the comments.

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Is the end of static whitepapers, sales presentations, and websites in B2B coming up? I believe there’s a real chance.🪦 Yesterday, I attended the Scandinavia Creative AI Summit. The event was packed with quality speakers - something you rarely experience at conferences. Kudos to Lars Bastholm and the team for putting it together. Highly recommend attending next time. Now, back to the potential “death of static whitepapers, sales presentations, and websites.” One presentation especially stood out to me: Matthieu Lorrain from Google Deepmind on the concept of 'Liquid Content'. Essentially, liquid content—or liquid stories—are dynamic. Stories that are not fixed and distributed to the users, but adapt in real-time based on the user’s actions, preferences, and context. To give an example, it’s easy to see the potential in gaming. Imagine being able to influence how a game unfolds based on whether you are in the mood to be a 'macho badass' or a 'sophisticated gentleman'. The game will not be a fixed story—it will be fluid, changing based on how you prefer to play. But that’s why 'Liquid content' excites me off work. How about my work with B2B marketing? How does the possibilities of ‘Liquid content’ affect the communication we put out? Personally, it is rare that I find a whitepaper, sales presentation, brochure and so on that answers the question I truly have. Even when you find the good ones, you are still left with a lot of questions or insights you like to know more about. With the current ‘static stories’, we are not addressing all our customers communication needs. 𝙇𝙞𝙦𝙪𝙞𝙙 𝙘𝙤𝙣𝙩𝙚𝙣𝙩 𝙘𝙝𝙖𝙣𝙜𝙚𝙨 𝙩𝙝𝙖𝙩. It allows the user to shape the story to their needs. Imagine a prospect interacting with your "Liquid content format". "Liquid content format" right now because I do believe we would need to challenge the typical formats we use today. Let’s take a product video as an example: • If the prospect is just starting their research, the video story would focus on broader business challenges and opportunities. • If they express that they focus on specific pain points, the video story adapts to highlight how the product solves them. • If further down the journey, they need approval from a technical engineer, the video story shifts to emphasize technical features. • And once they’ve bought the product, the video story could evolve to offer tips on implementation and achieving results. Exciting, right? In BirdsAtFive we are already working with experiments and trying to get our head around how and what these technical opportunities mean for B2B content in the future. Is the end of static whitepapers coming soon? No one knows for sure. But a big part of me 'as a buyer' is rooting for it. Stefanie Malika Brandt Mads Haupt Toft David Borch-Kongshaug Torben Møhring Madsen Marius Skarpeid Mikkel Holmkvist Selch Jonas Munk Nuttaphon Art Jindakum Sebastian Gudmand-Høyer Marlene Rau Nicole Stensgaard Jens Bjørn Koustrup Nielsen

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To the TOP It answers the question: "How can I promote my start-up with little effort or a small marketing budget?" And it explains in detail: How excellent customer service and a positive corporate culture boost your success https://lnkd.in/d33dq4HJ

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To the TOP It answers the question: "How can I promote my start-up with little effort or a small marketing budget?" And it explains in detail: How excellent customer service and a positive corporate culture boost your success https://lnkd.in/d33dq4HJ

How do you turn one client meeting into you writing a proposal that hits the mark? We recommend a technique called STONES (developed by Lars Tewes - one of our expert Sales trainers - who has spent 30 years advising on consultative selling approaches). STONES stands for: Situation, Tomorrow, Obstacles, Now us, Explore solutions, Solidify. Situation, Tomorrow, and Obstacles should be at the heart of any conversations you are having. These stages involve asking a lot of questions and listening carefully to grow your understanding. 1️⃣ Situation - Where are they today? 2️⃣ Tomorrow - Where would they like to get to? What does the future look like? What benefits will they receive as a result of solving that problem? 3️⃣ Obstacles - Why haven’t they solved this already? Once you've got a clear understanding that they want to talk about how you might help, you can move on to the next stages of STONES. 4️⃣ Now us - Ground yourself as somebody who has the credibility, experience, and expertise to be able to suggest solutions to their problem. 5️⃣ Explore solutions - Have a co-creation conversation about what the best solutions might be. Perhaps you bring in examples that have worked with other clients or brainstorm a structure around a potential solution. All the while, start to test whether or not this is something that is going to work for them. 6️⃣ Solidify - Come away with a very clear next step. Ideally, that next step will be you putting a proposal together (advice on writing crisp, compelling proposals also available!). If you'd like a example meeting script for using STONES just comment below👇 and I'll send one over to you. ………………………………………………………………………………… 👋 I’m Deri - a consultant who helps consulting team leaders develop exceptional teams ❓ How? Training courses & talent processes Liked this post? Want to see more? 🔝 Connect with me 🔔 Click the bell on my Profile ✅ Subscribe to my newsletter (featured post in bio) 🖋️ Subscribe to The Skilled Consultant

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To the TOP It answers the question: "How can I promote my start-up with little effort or a small marketing budget?" And it explains in detail: How excellent customer service and a positive corporate culture boost your success https://lnkd.in/d33dq4HJ .

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7 Tips for #SaaS #salespeople trying to reach me: - I am not a decision-maker in our company. Tip: use LinkedIn to find the right people at Hopkins Oy. - I was never interested in lowering the costs; I just wanted to increase the revenue. Your tool needs to help me with this. - Don't try to pitch your tool by saying it will enable me to work with more customers. Every consultant prefers fewer high-value customers. - Don't pitch your tool by saying it will make roles X and Y unnecessary. No one wants to be replaced with a SaaS tool. - Your 30-day free trials are useless. I need at least six months but prefer "free forever for personal / limited use". - Switching the tool is usually not worth the trouble because of switching costs. - If you can't compare your tool with your competitors, I will have to test all of them, which will be costly. ❤️ Follow me for more posts about #digitalanalytics in the #realworld!

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Why aren't you selling more? It might not be the sales team When growth is slow it’s common to blame sales. But —sales inefficiency is almost always a symptom and not a cause. Before you instinctively fire your VP sales, ask yourself: Are we selling new business efficiently? Who are our most and least efficient customers to sell to? Why can’t we sell more to the efficient customer types? Are there inefficiencies in the sales process? Are our sales reps properly equipped without training, tools, and CRM systems? Are deals falling apart in procurement, negotiations, or during final approvals? Is our sales pitch aligned with the customer's pain points? Is our team confidently speaking to the most pressing needs of your Ideal Customer Profile (ICP)? If you’ve dug deep and the answer doesn’t seem to lie in the sales process itself, then it might be time to trace back to where your leads are coming from. Lack of sales is usually a signal of a broader business challenges—such as lead quality or misaligned messaging in your marketing. If you don’t have enough of the right leads, blaming sales won’t fix the problem. Before restructuring your sales org or pointing fingers, ask yourself: Is sales truly the issue, or are we just dealing with a poor pipeline? Next post, I’ll dive into how to diagnose the lead generation to see if your pipeline is to blame. Have a great weekend!

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Our New Article in the European Customer Experience Organization (ECXO) Blog: Emotion-Driven Design: Unlocking the Key to Unstoppable Customer Adoption Here is the link: https://lnkd.in/dfaubrBV 📢 Let’s spark a discussion on this transformative topic with five key insights: 1️⃣ Emotional Design in Technology Adoption Emotional satisfaction drives user adoption, even in the rational B2B world. Companies like Apple and Salesforce demonstrate that products creating emotional connections foster trust and loyalty. 2️⃣ Simplicity as a Gateway Eliminating complexity strengthens emotional connections. Simple, intuitive designs empower users and make technology more accessible—think about Google’s interfaces. 3️⃣ Empathy Mapping for Better Design Understanding user challenges and motivations through empathy mapping leads to products that resonate emotionally, turning barriers into opportunities. 4️⃣ Feedback Loops for Alignment Continuous feedback ensures designs evolve with user needs. Microsoft’s adaptive feedback practices demonstrate how to maintain emotional connections over time. 5️⃣ Emotional Stickiness Enhances Loyalty Memorable, positive experiences keep users engaged. Duolingo’s gamified approach shows how joy encourages habitual use and strengthens loyalty. 💡 What do you think? Which of these strategies resonates most with you? Let’s discuss! #Adoption #design #algorithms #AI #customerexperience https://lnkd.in/dfaubrBV

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Our New Article in the European Customer Experience Organization (ECXO) Blog: Emotion-Driven Design: Unlocking the Key to Unstoppable Customer Adoption Here is the link: https://lnkd.in/dfaubrBV 📢 Let’s spark a discussion on this transformative topic with five key insights: 1️⃣ Emotional Design in Technology Adoption Emotional satisfaction drives user adoption, even in the rational B2B world. Companies like Apple and Salesforce demonstrate that products creating emotional connections foster trust and loyalty. 2️⃣ Simplicity as a Gateway Eliminating complexity strengthens emotional connections. Simple, intuitive designs empower users and make technology more accessible—think about Google’s interfaces. 3️⃣ Empathy Mapping for Better Design Understanding user challenges and motivations through empathy mapping leads to products that resonate emotionally, turning barriers into opportunities. 4️⃣ Feedback Loops for Alignment Continuous feedback ensures designs evolve with user needs. Microsoft’s adaptive feedback practices demonstrate how to maintain emotional connections over time. 5️⃣ Emotional Stickiness Enhances Loyalty Memorable, positive experiences keep users engaged. Duolingo’s gamified approach shows how joy encourages habitual use and strengthens loyalty. 💡 What do you think? Which of these strategies resonates most with you? Let’s discuss! #Adoption #design #algorithms #AI #customerexperience https://lnkd.in/dfaubrBV

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