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Welcome. 2 oplev selv. 
The podcast professionals 

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episode vil jeg i exploring 
holistic selling and new 

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Paradise b 2 b markets that's 
introduce and the journalist 

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marketing by kalics. 
With me og. 2 eksperge. 

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From Copenhagen business school,
Michelle and selma. 

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So what exactly? 
Is holisted selling selma. 

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But costen and thank you for and
Viking that's the beat. 

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The podcast om hosting særling 
altså concepted Richard tones 

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sorgen changes computeris and 
brea is cons of that we have and

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self stary butterest practice. 
And now thys we are moving from 

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cosing deals 2 orkestreding 
thatch point in hoster exels 

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aresum that's customers are in 
cognac with company food 

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different that points and this 
contact hash 2 be your australed

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from pregers, brurgers and bust 
birgers face do you can not the 

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question now what is really 
world of willspurce in 

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orkesterrading this thuad 
points. 

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Social Spurs and hast 2 mac hurt
that customer. 

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Have in of information Nordic 
skills and the bilt is 2 makeup 

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battery exition så meningen it 
is world and responsibility of 

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staus pressen 2 boost customer 
2. 

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Make moy fort that destinations.
Din procesty for that really 

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like in the conce of. 
Well this they exsaling. 

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ADH that. 
Customer Johnny is not something

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ruds being on the by sell Spurs 
and so birdus journalis not bing

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onby selv spørgsmålet that det 
30 bing on by the customer and 

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cell's preson is there contos 
support and orkestrater in the 

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journaling? 
If you want 2 have a parral with

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art everyday life you can think 
about in a process. 

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How with driv the cour. 
And ind undercond oustomy is a 

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driver woo tonnes histle hair 
cour that is also jup passiv 

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worge hoops and which toffertly 
hasing proces will in making sir

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that we don't Android are in 
that straight in that and insonn

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under miljøsted the war youth 
the first time and tvent your 

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that's of that that's system 
canbe health for in management 

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citrations. 
Og ivan for eksempel on and 

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driven neuent aften wich for me 
was the mols combougates it. 

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Didit drive. 
Yeah, self people og there are 

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you pass in a customer journaly 
all why customer. 

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Ann Michelle, can you 
trainehoders? 

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Holistik celling move beyond 
traditional thor event the 

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relational silling approach that
reustive. 

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Yssual agry question light så 
because adtister thut there war 

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import thing here is what it is,
hell is celling in and in dit 

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how doass of differt from all 
this things a be Award it how 

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right. 
Så altså practice i think it is 

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orkery out there for long time 
by så cork selspurity doing it 2

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some extand but work. 
We see that people 

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talkablebouted ingen and 
indifferent way prich so ofte 

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wing we falcabots professionals 
silhing is about ory tacking 

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makro that you're get the 
customer that you's Theil that i

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become customer. 
And then af 2 dage. 

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Of course you canted some 
relational selling wide whitues 

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really about manager 
englyco-tiping then them you dem

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mactingshir that it is a 
protable account and if n ordent

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you may thi 2 and the account 
through though something Counter

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Strike. 
And the wore reson leve realto 

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have is concept call digital 
celling. 

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There are is like relie standing
the socials environment. 

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The social activity is by incore
prading dage 2 means så what we 

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see is that hold liste select 
text all in 2 account but also 

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the sound thing 2 that white it 
so wh wat sele ory point it out 

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here is that really is about th 
orkestration right? 

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2 macs your that you're boost. 
The customerystion making proces

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that there are able 2 wick the 
moustenti possible right 2 that 

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ready go's beund things like 
nugeting Beatles nutteting 

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customerse be cause Award 
beboere trang 2 influence them 

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guidemundes direction herewad 
weing about like on acting altså

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prarnon on the same level making
that's information so in 

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thatsence jup pass eksempel this
very. 

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Nice altså a novery 2 splaint 
the wol of the social proces and

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a how dot supponant orkestre 
strades. 

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Nej jamen pokkert min. 
Debat may erart with a really 

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like yare is 2 2 2 mixer talk 2 
be awaren it that filling is 

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moef from from thinking what are
you 2 stat and wat we billyve is

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going 2 and it life so or thys a
we count of the gart no 

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ressource that's the runant age 
procent of interactions bitre 

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bebo and customers og digitstand
interreactions. 

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Digitale solling Award. 
Intet holdis exals and now this 

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what we a shoom is that is 
people that that's practice 

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single this Salling with be 
aware the othery starch boirings

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interaktions we are eight proces
altså with the side interactions

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og than in the city 2 world and 
det will beat the one the 

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orkesteredos interactions 
meaning orkestre straiding 

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webinars and kast that is and 
white bay pris and different or 

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network working conference with 
partiting apps and. 

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Differentieright so 2 mixer that
customer have information with 

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customer meat and with customer 
wans and 2. 

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Have that's information and 
thereys one thiring positions 

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thank you are umustic shell 
that's not reallyce you'm that's

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will spørgsmål has onsurs on 
over questions with cnotic speed

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that what's healistic soyas that
manegie bruger working in the 

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background and many touchpoint 
aworking in the backgrund 2 

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serve and 2 colate with the 
customer. 

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Som kond of spider in aw who 
knows work 2 go for unces that 

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that's onsurs on need that 2 
customer. 

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Leveren, christing and Michelle 
coachtyker through wat 

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orkestration elements Player 
roll for sales people and what 

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appen haps the must import 
transformative. 

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Yeah, rigression because of the 
orkestration eller bland is, it 

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is really the focus of Thrones 
exling white så 6 really about 

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the shell portion arting os and 
orkestre in this like weup all 

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work or egosystem. 
And what it very important there

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are or Sevilla allemands. 
A first one is that you'll know 

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have is it avision warere of 
sæson in knut on the arting on 

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be have of the your consulting a
supply orcation thir company 2 

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macreiet of day compund thule 
with the oso have AN intress the

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mac and shoutd the customer 
succes tror jeg this is new 

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research on customer success 
management really tapping into 

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the and holver success tacking 
that int 2 count. 

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And they lable. 
End this new kind of term calbe 

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duel agenc very så the orl only 
acting on the have of the 

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company orto in being in agent 
of the company with the also 

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act- of the have of the customer
being agent of the customer. 

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And then we'en that i thank 
you's atsly everon moder and 

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that's it is not like dol agency
buttis malty agency kind of. 

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For navnene warere yousee that 
are soe man i stay calles invort

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nowly like one organisation 
supplying and one organisation 

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bye but with inow's organisation
you have that mulik overs but 

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also beund i we see that is 
spirsting and complex shills 

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otter actualise like governance 
og University of partner tes or 

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partner originalistations thy 
all the nark process and a that 

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do the maing goal off the ilse 
presson there is two orker 

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straight that. 
So the second alarm that is very

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important. 
This is the disse net working 

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ability 2 macshirt that you have
AN over we of the that work and 

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that you're and wall of the 
acther-st. 

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There and then the firt booment 
this too mixero that you're 

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connect all the thats al one 
this customi money thorout the 

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prechase the proces in the posts
proces faces of this bare Inger 

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journaly that the customery has 
and the findy what it is 

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assensual there are is that the 
cells person miks shirt that for

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all. 
Players invall but specificate 

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of produkt customer er det et 
like a seenles experute fritids 

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hash of free. 
I'm therey maks show that the 

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customery is macing this most 
and fort the social possible 

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asylusted. 
It's really boosting the soill 

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personce and the sousion making 
process. 

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So relie that is the Assens off 
orkest trading inowis excelling 

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Paradise feure mick calles. 
Moving out beund traditional 

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myters that dispens alink. 
Because now customer is of very 

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motiver off. 
Og rune it's andet of 

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poversamole from shell speed 2 
customer and customers on the 

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one hevel 2 med thations with a 
able 2 be very much in front and

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then 2 luk for supportationself 
levelday nean that's support. 

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Så Michelle smuk abert this duel
agency why you have 2 bill sport

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byer and supplier interessed som
a houd you awo it that's the 

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being AC controduktion. 
It's on the first side- it's 

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sound like conrord exction. 
That's. 

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It's not really because for 
mening men years verymatow 

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sasations and forment mening men
years wow, are that it's not 

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about lidting pibe, but rotativ 
making a pibe we begge. 

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Know. 
This ras an you. 

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Wabel, if you want holustic 
social square does think king 

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isport of polustics and with a 
really like case is a quilled 

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from a wend vlip resad. 
You know wiz thing godbout 

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beboel is wolverns this on 
Warriors in bieres company ware 

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there do it want 2 advokat for 
hurron meed there are the one 2 

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promots there are the one 2 
maxroy that we get the best. 

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When we need og og og sultan og 
og product services alls in 

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collberation, so i with the 
shield that ah, just. 

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Og makker, that's there is 
awareness of ven emant is AK. 

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Ald this well shell speed will 
and than it is not really 

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contredion ah that detroat does 
thinking of beboere sousse soe 

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one this og og deterefor vonder 
but also forbi. 

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Thereve i can not 2 thats war by
see as that is this does mother 

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rece and blas wat we are receev 
iton isation lever right? 

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Soeware comedying crescent talk 
about management ecosis and 

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right moving away from this lene
your suppite ching thinking 

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king. 
Where they da increasing starter

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talk about maning there are e 
coursister with this is a home 

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natwork of company balt under 
suite and the man side and now 

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we alsoce that happening on on 
and on the in the video 

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selvspressant avlht soul there 
are exactly as wat yoursee with 

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it ecosis war the ecosismen 
prrigce because also in the 

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video actually trive re also 
seed that that is the goal w 

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saksly that the purpose ofte 
person 2 maket that happen for 

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the. 
At the biore Journal. 

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Very and tristing. 
And how do you u altså a siles 

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rap navigator cross all thes 
touchpoint Michel. 

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So wat resetere is that? 
It's very important for the 

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cells. 
Poration 2 2 macs your that 

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you're connect all the allements
fight and in that and place that

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unit 2. 
Be informed right, so it intlice

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that you unit 2 mixer it your 
like skillfull or hva lay that 

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you have knowledge about jid 2 
channels how 2 collict day there

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are hut 2 integrat da da butelso
you have this abillity is 2 talk

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people 2 reach out 2 the right 
people have this navigating 

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ability. 
And arasson stodys avering like 

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00:12:35,550 --> 00:12:38,910
contact like and fifting your 
got that really tabt in two and 

190
00:12:39,270 --> 00:12:43,270
navigation. 
Abillities and endc-t abillities

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00:12:43,270 --> 00:12:48,670
of cels people and in industri 
stadis orid show den that its 

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00:12:48,910 --> 00:12:52,710
does people hore able 2 navigate
organisation not allrig whentere

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00:12:52,710 --> 00:12:57,950
own organisation and for os 2 
loby and inno shit for internal 

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resource sist 2 make their 
customers succeed but us war 

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ever 2 navigatorte outside other
on offedsation those out 

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thousand mot success for comedy.
Så summa what typer of sales 

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00:13:09,390 --> 00:13:12,350
person til virkly hast this 
actreviews. 

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00:13:13,150 --> 00:13:17,990
That's it point and some times 
war nasting 2 bout sell speed 

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think you board some heroes? 
Hill have mary craft justics. 

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That's kind of the sambles og 
super heroes in call tos all you

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will movies um and that do the 
rest of knowledge that 2 overly 

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have and now we have 2 billeder 
net so what are you really 

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expect from self Beatles now 
days AS that 2 day all able 2 

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take shows of customs. 
What overside til dake-theos og 

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vandes and 2 be able 2 
understand this you's sites if 

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you want, but also 2 think about
the benefits forlabs of theme så

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00:13:50,950 --> 00:13:55,190
meningen bing very and phlaic 
and have eng hule that is immun 

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intelligence if you want um. 
Fromanias with also beboere have

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2 this what and 2. 
How are i key? 

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That's this is able 2 ah 2 
Danmark straight kokken 

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toentalgets. 
Well and 2 sting on 2 refrct 

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00:14:11,470 --> 00:14:15,990
andtersekretary online how areid
today were firma 2 were that. 

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00:14:15,990 --> 00:14:19,830
That's not in off because of you
can you know year face 2 waits 

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00:14:19,830 --> 00:14:22,470
the conoricle, the villup-mans 
and ian husted excel saying, 

215
00:14:22,470 --> 00:14:26,790
when we talk about thad it is 
very mute being versus on and 

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00:14:26,790 --> 00:14:30,350
best thatch points where atlet 
eight proces of the stats points

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00:14:30,350 --> 00:14:34,310
idol så meningen that's we are 
really need chill beatle what 

218
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the con want 2 servering war dig
lysery. 

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00:14:37,150 --> 00:14:40,590
And thro are ebbe 2 in distant 
dater horeble 2 and distined 

220
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analytics. 
And what are you will like 2 at 

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00:14:43,230 --> 00:14:47,030
yare. 
Also 2 on thestand not really 

222
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colding butlest will distant how
outfots off. 

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Entligt creator and because 
that's kind of know it will crap

224
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self beat bull 2 bevery critical
in the gods 2 out with of 

225
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different AI base tools that two
have today so 2 cart one stor 

226
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resort we need smart and posith 
and vindues avy. 

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Og people. 
Ja i can i can dutly art 2 dar 

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with the would because with be 
awesome see you said and need 2 

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00:15:18,830 --> 00:15:21,390
beat more entertainur alright 
the need 2 be entreprenur with 

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in the company outsider there 
computern need really bean 

231
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action or reelt. 
Men Det er også så need 2 be 

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able 2 because i really relates 
2 do it is orkestration alarm 

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that need 2 be able 2 manager 
network 2 have in overviewet the

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ecosystem 2 understand what is 
important one. 

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00:15:37,920 --> 00:15:42,320
What we do here, AC bear is 
exactly that's it 2 we have a 

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social management program, mus 
management war retters todens 

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and the sting right retræning 2 
know only 2 be quidten trans of 

238
00:15:52,200 --> 00:15:54,510
professionals silling. 
På et overskud til handling 

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00:15:54,510 --> 00:15:57,830
understanding what ecosis and 2 
Award jetted up clif froms areal

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how 2 do the an of that x how 2 
be enterprin hural the need 2 

241
00:16:01,590 --> 00:16:06,910
firences train and audiear trend
in intell ising the own companys

242
00:16:06,910 --> 00:16:10,510
and the need 2 pitch start and 
in and dablings all of this 

243
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competence is 2 getar that 
complads or really looking fordi

244
00:16:14,310 --> 00:16:16,590
states. 
And howdio, altså company. 

245
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Adapt your recordment strategy 
2. 

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Get this type of sils person. 
That's companies and quizing 

247
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mean beat 2 understand that the 
talk of people that day, day day

248
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i gang on 2 recruted og nord 
only. 

249
00:16:45,990 --> 00:16:49,110
Like pipol overens and there are
not or only able 2 ne go shit 

250
00:16:49,390 --> 00:16:53,470
they and knowt able 2 2 really 
have a coore sils competitce or 

251
00:16:53,470 --> 00:16:58,390
thid the that the have that but 
the yals o need 2 be skills in 

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00:16:58,390 --> 00:17:02,430
analytical areos but and beyond 
that that need 2 have must 2 

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00:17:02,430 --> 00:17:07,869
tality overview if what it's 
pristed 2 actsly manager 

254
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initiations 2 make deals and 
bringing. 

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Like people 2 in wallmant 2 
prosuite dem bottom 2 make them 

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00:17:14,960 --> 00:17:16,829
war succes. 
Selvfølgelig. 

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Goals beundted motor decial fill
wolves i with say and this is 

258
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also vi ACBS say princip vink 
Frank ASA signs proces 

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00:17:28,390 --> 00:17:33,870
originalist and Silas management
is also your nrows 2 more like 

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00:17:33,870 --> 00:17:36,350
lait of shit positions bit 
enduciness asian because you're 

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are for eksempel the Saint 
competence og you United Saint 

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competentes that a lair also 
needs. 

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00:17:43,390 --> 00:17:48,750
At maxans at så er. 
Et soundt quite easy 2 just go 

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out high the smidered the one 
with the highst IQH was also tex

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away and hash high level of empy
but how do you managers? 

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About risk so any blink spots 
inness tradition that that that 

267
00:18:03,640 --> 00:18:07,760
you kod go there a. 
Well out of quat and its your 

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als meet this base on un know 
tolking with many companies and 

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and a manu professionals. 
End overstingking is overvej is 

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a bline sport because is 
orkestration and holsteick 

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celling can not become 2 be 
recys a with can not have 2 many

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00:18:26,190 --> 00:18:30,550
arth-man beocraund that because 
thanst 2 mos are wing 2 really 

273
00:18:30,550 --> 00:18:34,710
leo spations because of 
customers really presshates 2 

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have things a the time when they
need them and that's YA be or 

275
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pres it. 
A bing og og Real 2 the Quick. 

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00:18:43,110 --> 00:18:49,230
En feedback og og needtreded og 
also context really matteres one

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size thes unifit all so i am 
shirt that's orkestration with 

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know beat the best strid a and 
hold isals with know be may beat

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00:18:57,350 --> 00:19:02,110
the best strategi j fu areals 
print AW austom think which is 

280
00:19:02,110 --> 00:19:05,230
rock 2 the more input produkt 
compet soe war computers 

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product. 
Og med with was really og og en 

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00:19:08,310 --> 00:19:11,470
positiv til 2 know tand very 
begyning og lyustic sounding. 

283
00:19:11,470 --> 00:19:15,590
Yeah something would really ar 
courst porns 2 Beach 2 

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becomplecksted were ret talking 
the bouthery compleks products 

285
00:19:19,390 --> 00:19:22,950
we are red talking of bult long 
shill picical sigcles wearware 

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00:19:22,950 --> 00:19:26,790
talking about enterprise 
laborating 2 get there and then 

287
00:19:26,790 --> 00:19:32,150
that manager point bit twin thom
if we are fucking on a simple 

288
00:19:32,150 --> 00:19:35,510
sill sigcles. 
Udton, non, that's walk. 

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00:19:35,950 --> 00:19:39,710
I wing the difference of broad 
with the more pro pred for it 

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00:19:39,710 --> 00:19:42,910
that. 
Miks and the intrims of that? 

291
00:19:44,110 --> 00:19:48,350
Scientific side og The rertical 
side of holistik celling howit 

292
00:19:48,350 --> 00:19:53,550
you go next or wear with you go 
next and terms of investega 

293
00:19:53,550 --> 00:19:57,310
grading impact. 
Til eller bare dart så firstaby 

294
00:19:57,310 --> 00:20:01,750
thing that that's what we forman
nok Liverpool prospective needs 

295
00:20:01,830 --> 00:20:05,630
orkido is the up tools around 
this consible followers exellow 

296
00:20:05,750 --> 00:20:08,350
right så Der er implice that we 
need 2. 

297
00:20:10,160 --> 00:20:14,360
Ols 2 gatherid practitioners 2 
getter with comedy, send the 

298
00:20:14,360 --> 00:20:20,910
field 2. 
Eksplay butso 2 execut under 600

299
00:20:20,910 --> 00:20:24,750
night så because we are talking 
bout this ecosystem pro spekter 

300
00:20:24,750 --> 00:20:28,870
Pride so weeto macs shirt that 
people go beund linjer thanking 

301
00:20:28,870 --> 00:20:32,270
and that they have this more 
system thinking a provach work 

302
00:20:32,510 --> 00:20:35,950
weasley have comple ik 
relationships and aha ob best 

303
00:20:35,950 --> 00:20:41,880
things Award. 
Developing and tools help people

304
00:20:41,880 --> 00:20:44,600
doing that and nabo them en 
doing that. 

305
00:20:45,310 --> 00:20:47,630
Is very Porto. 
Then there we candive that a we 

306
00:20:47,630 --> 00:20:50,790
can testt Award what the 
actually has input next tot we 

307
00:20:50,790 --> 00:20:53,830
will so would need different 
matrix fride. 

308
00:20:54,190 --> 00:20:58,390
So what is holistics fill what 
it is houstic silling when this 

309
00:20:58,390 --> 00:21:01,830
it succesfull when it's a not 
success well sots nowly but 

310
00:21:01,830 --> 00:21:04,910
closing that deal. 
Hvor det så bare lagt disse win 

311
00:21:04,910 --> 00:21:06,960
win win. 
'S at. 

312
00:21:06,960 --> 00:21:11,640
It's about makeup that you're 
boost the shills do it that bing

313
00:21:11,640 --> 00:21:14,600
process of the other other 
customer that the cells proces 

314
00:21:14,600 --> 00:21:18,920
do you så that's prized that 
what's how are we got 2 maser 

315
00:21:18,920 --> 00:21:22,760
this boosting right? 
How we got 2 operation likes 

316
00:21:22,760 --> 00:21:26,520
that and a ting that's there are
we w we would have walt the en 

317
00:21:26,520 --> 00:21:29,800
social and there are we can 
really take it diffance acax. 

318
00:21:30,390 --> 00:21:34,430
Og der får jeg at we are also 
beverly careful with because 

319
00:21:34,430 --> 00:21:37,310
what's we want? 
2 we want 2 have a tools 2 

320
00:21:37,310 --> 00:21:40,470
milshal things, so for eksempel 
for holustic soling i will 

321
00:21:40,470 --> 00:21:44,190
bevery muching just that how 
much tegn this take 2 have value

322
00:21:44,190 --> 00:21:48,310
you 2 create 2 billy 2 go creat 
valut 2 vally with be and good 

323
00:21:48,310 --> 00:21:52,550
the major how a also now from 
research that have thing. 

324
00:21:56,550 --> 00:22:01,310
Of performance marshes without 
tights 2 quota all inssantuch 

325
00:22:01,310 --> 00:22:07,470
forzele is crauthink there wow 
eng and quassing stress på 

326
00:22:07,470 --> 00:22:11,590
dancily creating undersatter on 
the draw no and in dannally cost

327
00:22:11,590 --> 00:22:15,270
lining increasy nowed this is 
amen other on negative fact. 

328
00:22:15,510 --> 00:22:18,710
So i think that it is all rowal 
altså accuadmics 2 develop 

329
00:22:18,710 --> 00:22:22,270
tones. 
And 2 have valid and relebald 

330
00:22:22,270 --> 00:22:24,830
wase how 2 natur for eksempel 
holistik solling. 

331
00:22:25,150 --> 00:22:29,110
Hvordan also the race 
responsibility managers 2 find 

332
00:22:29,510 --> 00:22:32,470
without 2. 
This maches relyfed the best 2 

333
00:22:32,470 --> 00:22:36,350
direcom facts and det tried 2 
Award it 2 of interviews thing 

334
00:22:36,350 --> 00:22:40,230
amaid good beat doubleliad sprit
matering things of one side 

335
00:22:40,230 --> 00:22:45,230
butan coursing awarm on the 
other side so one size fits all 

336
00:22:45,230 --> 00:22:46,150
really that's in-rock.