Welcome. 2 oplev selv. The podcast professionals
episode vil jeg i exploring holistic selling and new
Paradise b 2 b markets that's introduce and the journalist
marketing by kalics. With me og. 2 eksperge.
From Copenhagen business school, Michelle and selma.
So what exactly? Is holisted selling selma.
But costen and thank you for and Viking that's the beat.
The podcast om hosting særling altså concepted Richard tones
sorgen changes computeris and brea is cons of that we have and
self stary butterest practice. And now thys we are moving from
cosing deals 2 orkestreding thatch point in hoster exels
aresum that's customers are in cognac with company food
different that points and this contact hash 2 be your australed
from pregers, brurgers and bust birgers face do you can not the
question now what is really world of willspurce in
orkesterrading this thuad points.
Social Spurs and hast 2 mac hurt that customer.
Have in of information Nordic skills and the bilt is 2 makeup
battery exition så meningen it is world and responsibility of
staus pressen 2 boost customer 2.
Make moy fort that destinations. Din procesty for that really
like in the conce of. Well this they exsaling.
ADH that. Customer Johnny is not something
ruds being on the by sell Spurs and so birdus journalis not bing
onby selv spørgsmålet that det 30 bing on by the customer and
cell's preson is there contos support and orkestrater in the
journaling? If you want 2 have a parral with
art everyday life you can think about in a process.
How with driv the cour. And ind undercond oustomy is a
driver woo tonnes histle hair cour that is also jup passiv
worge hoops and which toffertly hasing proces will in making sir
that we don't Android are in that straight in that and insonn
under miljøsted the war youth the first time and tvent your
that's of that that's system canbe health for in management
citrations. Og ivan for eksempel on and
driven neuent aften wich for me was the mols combougates it.
Didit drive. Yeah, self people og there are
you pass in a customer journaly all why customer.
Ann Michelle, can you trainehoders?
Holistik celling move beyond traditional thor event the
relational silling approach that reustive.
Yssual agry question light så because adtister thut there war
import thing here is what it is, hell is celling in and in dit
how doass of differt from all this things a be Award it how
right. Så altså practice i think it is
orkery out there for long time by så cork selspurity doing it 2
some extand but work. We see that people
talkablebouted ingen and indifferent way prich so ofte
wing we falcabots professionals silhing is about ory tacking
makro that you're get the customer that you's Theil that i
become customer. And then af 2 dage.
Of course you canted some relational selling wide whitues
really about manager englyco-tiping then them you dem
mactingshir that it is a protable account and if n ordent
you may thi 2 and the account through though something Counter
Strike. And the wore reson leve realto
have is concept call digital celling.
There are is like relie standing the socials environment.
The social activity is by incore prading dage 2 means så what we
see is that hold liste select text all in 2 account but also
the sound thing 2 that white it so wh wat sele ory point it out
here is that really is about th orkestration right?
2 macs your that you're boost. The customerystion making proces
that there are able 2 wick the moustenti possible right 2 that
ready go's beund things like nugeting Beatles nutteting
customerse be cause Award beboere trang 2 influence them
guidemundes direction herewad weing about like on acting altså
prarnon on the same level making that's information so in
thatsence jup pass eksempel this very.
Nice altså a novery 2 splaint the wol of the social proces and
a how dot supponant orkestre strades.
Nej jamen pokkert min. Debat may erart with a really
like yare is 2 2 2 mixer talk 2 be awaren it that filling is
moef from from thinking what are you 2 stat and wat we billyve is
going 2 and it life so or thys a we count of the gart no
ressource that's the runant age procent of interactions bitre
bebo and customers og digitstand interreactions.
Digitale solling Award. Intet holdis exals and now this
what we a shoom is that is people that that's practice
single this Salling with be aware the othery starch boirings
interaktions we are eight proces altså with the side interactions
og than in the city 2 world and det will beat the one the
orkesteredos interactions meaning orkestre straiding
webinars and kast that is and white bay pris and different or
network working conference with partiting apps and.
Differentieright so 2 mixer that customer have information with
customer meat and with customer wans and 2.
Have that's information and thereys one thiring positions
thank you are umustic shell that's not reallyce you'm that's
will spørgsmål has onsurs on over questions with cnotic speed
that what's healistic soyas that manegie bruger working in the
background and many touchpoint aworking in the backgrund 2
serve and 2 colate with the customer.
Som kond of spider in aw who knows work 2 go for unces that
that's onsurs on need that 2 customer.
Leveren, christing and Michelle coachtyker through wat
orkestration elements Player roll for sales people and what
appen haps the must import transformative.
Yeah, rigression because of the orkestration eller bland is, it
is really the focus of Thrones exling white så 6 really about
the shell portion arting os and orkestre in this like weup all
work or egosystem. And what it very important there
are or Sevilla allemands. A first one is that you'll know
have is it avision warere of sæson in knut on the arting on
be have of the your consulting a supply orcation thir company 2
macreiet of day compund thule with the oso have AN intress the
mac and shoutd the customer succes tror jeg this is new
research on customer success management really tapping into
the and holver success tacking that int 2 count.
And they lable. End this new kind of term calbe
duel agenc very så the orl only acting on the have of the
company orto in being in agent of the company with the also
act- of the have of the customer being agent of the customer.
And then we'en that i thank you's atsly everon moder and
that's it is not like dol agency buttis malty agency kind of.
For navnene warere yousee that are soe man i stay calles invort
nowly like one organisation supplying and one organisation
bye but with inow's organisation you have that mulik overs but
also beund i we see that is spirsting and complex shills
otter actualise like governance og University of partner tes or
partner originalistations thy all the nark process and a that
do the maing goal off the ilse presson there is two orker
straight that. So the second alarm that is very
important. This is the disse net working
ability 2 macshirt that you have AN over we of the that work and
that you're and wall of the acther-st.
There and then the firt booment this too mixero that you're
connect all the thats al one this customi money thorout the
prechase the proces in the posts proces faces of this bare Inger
journaly that the customery has and the findy what it is
assensual there are is that the cells person miks shirt that for
all. Players invall but specificate
of produkt customer er det et like a seenles experute fritids
hash of free. I'm therey maks show that the
customery is macing this most and fort the social possible
asylusted. It's really boosting the soill
personce and the sousion making process.
So relie that is the Assens off orkest trading inowis excelling
Paradise feure mick calles. Moving out beund traditional
myters that dispens alink. Because now customer is of very
motiver off. Og rune it's andet of
poversamole from shell speed 2 customer and customers on the
one hevel 2 med thations with a able 2 be very much in front and
then 2 luk for supportationself levelday nean that's support.
Så Michelle smuk abert this duel agency why you have 2 bill sport
byer and supplier interessed som a houd you awo it that's the
being AC controduktion. It's on the first side- it's
sound like conrord exction. That's.
It's not really because for mening men years verymatow
sasations and forment mening men years wow, are that it's not
about lidting pibe, but rotativ making a pibe we begge.
Know. This ras an you.
Wabel, if you want holustic social square does think king
isport of polustics and with a really like case is a quilled
from a wend vlip resad. You know wiz thing godbout
beboel is wolverns this on Warriors in bieres company ware
there do it want 2 advokat for hurron meed there are the one 2
promots there are the one 2 maxroy that we get the best.
When we need og og og sultan og og product services alls in
collberation, so i with the shield that ah, just.
Og makker, that's there is awareness of ven emant is AK.
Ald this well shell speed will and than it is not really
contredion ah that detroat does thinking of beboere sousse soe
one this og og deterefor vonder but also forbi.
Thereve i can not 2 thats war by see as that is this does mother
rece and blas wat we are receev iton isation lever right?
Soeware comedying crescent talk about management ecosis and
right moving away from this lene your suppite ching thinking
king. Where they da increasing starter
talk about maning there are e coursister with this is a home
natwork of company balt under suite and the man side and now
we alsoce that happening on on and on the in the video
selvspressant avlht soul there are exactly as wat yoursee with
it ecosis war the ecosismen prrigce because also in the
video actually trive re also seed that that is the goal w
saksly that the purpose ofte person 2 maket that happen for
the. At the biore Journal.
Very and tristing. And how do you u altså a siles
rap navigator cross all thes touchpoint Michel.
So wat resetere is that? It's very important for the
cells. Poration 2 2 macs your that
you're connect all the allements fight and in that and place that
unit 2. Be informed right, so it intlice
that you unit 2 mixer it your like skillfull or hva lay that
you have knowledge about jid 2 channels how 2 collict day there
are hut 2 integrat da da butelso you have this abillity is 2 talk
people 2 reach out 2 the right people have this navigating
ability. And arasson stodys avering like
contact like and fifting your got that really tabt in two and
navigation. Abillities and endc-t abillities
of cels people and in industri stadis orid show den that its
does people hore able 2 navigate organisation not allrig whentere
own organisation and for os 2 loby and inno shit for internal
resource sist 2 make their customers succeed but us war
ever 2 navigatorte outside other on offedsation those out
thousand mot success for comedy. Så summa what typer of sales
person til virkly hast this actreviews.
That's it point and some times war nasting 2 bout sell speed
think you board some heroes? Hill have mary craft justics.
That's kind of the sambles og super heroes in call tos all you
will movies um and that do the rest of knowledge that 2 overly
have and now we have 2 billeder net so what are you really
expect from self Beatles now days AS that 2 day all able 2
take shows of customs. What overside til dake-theos og
vandes and 2 be able 2 understand this you's sites if
you want, but also 2 think about the benefits forlabs of theme så
meningen bing very and phlaic and have eng hule that is immun
intelligence if you want um. Fromanias with also beboere have
2 this what and 2. How are i key?
That's this is able 2 ah 2 Danmark straight kokken
toentalgets. Well and 2 sting on 2 refrct
andtersekretary online how areid today were firma 2 were that.
That's not in off because of you can you know year face 2 waits
the conoricle, the villup-mans and ian husted excel saying,
when we talk about thad it is very mute being versus on and
best thatch points where atlet eight proces of the stats points
idol så meningen that's we are really need chill beatle what
the con want 2 servering war dig lysery.
And thro are ebbe 2 in distant dater horeble 2 and distined
analytics. And what are you will like 2 at
yare. Also 2 on thestand not really
colding butlest will distant how outfots off.
Entligt creator and because that's kind of know it will crap
self beat bull 2 bevery critical in the gods 2 out with of
different AI base tools that two have today so 2 cart one stor
resort we need smart and posith and vindues avy.
Og people. Ja i can i can dutly art 2 dar
with the would because with be awesome see you said and need 2
beat more entertainur alright the need 2 be entreprenur with
in the company outsider there computern need really bean
action or reelt. Men Det er også så need 2 be
able 2 because i really relates 2 do it is orkestration alarm
that need 2 be able 2 manager network 2 have in overviewet the
ecosystem 2 understand what is important one.
What we do here, AC bear is exactly that's it 2 we have a
social management program, mus management war retters todens
and the sting right retræning 2 know only 2 be quidten trans of
professionals silling. På et overskud til handling
understanding what ecosis and 2 Award jetted up clif froms areal
how 2 do the an of that x how 2 be enterprin hural the need 2
firences train and audiear trend in intell ising the own companys
and the need 2 pitch start and in and dablings all of this
competence is 2 getar that complads or really looking fordi
states. And howdio, altså company.
Adapt your recordment strategy 2.
Get this type of sils person. That's companies and quizing
mean beat 2 understand that the talk of people that day, day day
i gang on 2 recruted og nord only.
Like pipol overens and there are not or only able 2 ne go shit
they and knowt able 2 2 really have a coore sils competitce or
thid the that the have that but the yals o need 2 be skills in
analytical areos but and beyond that that need 2 have must 2
tality overview if what it's pristed 2 actsly manager
initiations 2 make deals and bringing.
Like people 2 in wallmant 2 prosuite dem bottom 2 make them
war succes. Selvfølgelig.
Goals beundted motor decial fill wolves i with say and this is
also vi ACBS say princip vink Frank ASA signs proces
originalist and Silas management is also your nrows 2 more like
lait of shit positions bit enduciness asian because you're
are for eksempel the Saint competence og you United Saint
competentes that a lair also needs.
At maxans at så er. Et soundt quite easy 2 just go
out high the smidered the one with the highst IQH was also tex
away and hash high level of empy but how do you managers?
About risk so any blink spots inness tradition that that that
you kod go there a. Well out of quat and its your
als meet this base on un know tolking with many companies and
and a manu professionals. End overstingking is overvej is
a bline sport because is orkestration and holsteick
celling can not become 2 be recys a with can not have 2 many
arth-man beocraund that because thanst 2 mos are wing 2 really
leo spations because of customers really presshates 2
have things a the time when they need them and that's YA be or
pres it. A bing og og Real 2 the Quick.
En feedback og og needtreded og also context really matteres one
size thes unifit all so i am shirt that's orkestration with
know beat the best strid a and hold isals with know be may beat
the best strategi j fu areals print AW austom think which is
rock 2 the more input produkt compet soe war computers
product. Og med with was really og og en
positiv til 2 know tand very begyning og lyustic sounding.
Yeah something would really ar courst porns 2 Beach 2
becomplecksted were ret talking the bouthery compleks products
we are red talking of bult long shill picical sigcles wearware
talking about enterprise laborating 2 get there and then
that manager point bit twin thom if we are fucking on a simple
sill sigcles. Udton, non, that's walk.
I wing the difference of broad with the more pro pred for it
that. Miks and the intrims of that?
Scientific side og The rertical side of holistik celling howit
you go next or wear with you go next and terms of investega
grading impact. Til eller bare dart så firstaby
thing that that's what we forman nok Liverpool prospective needs
orkido is the up tools around this consible followers exellow
right så Der er implice that we need 2.
Ols 2 gatherid practitioners 2 getter with comedy, send the
field 2. Eksplay butso 2 execut under 600
night så because we are talking bout this ecosystem pro spekter
Pride so weeto macs shirt that people go beund linjer thanking
and that they have this more system thinking a provach work
weasley have comple ik relationships and aha ob best
things Award. Developing and tools help people
doing that and nabo them en doing that.
Is very Porto. Then there we candive that a we
can testt Award what the actually has input next tot we
will so would need different matrix fride.
So what is holistics fill what it is houstic silling when this
it succesfull when it's a not success well sots nowly but
closing that deal. Hvor det så bare lagt disse win
win win. 'S at.
It's about makeup that you're boost the shills do it that bing
process of the other other customer that the cells proces
do you så that's prized that what's how are we got 2 maser
this boosting right? How we got 2 operation likes
that and a ting that's there are we w we would have walt the en
social and there are we can really take it diffance acax.
Og der får jeg at we are also beverly careful with because
what's we want? 2 we want 2 have a tools 2
milshal things, so for eksempel for holustic soling i will
bevery muching just that how much tegn this take 2 have value
you 2 create 2 billy 2 go creat valut 2 vally with be and good
the major how a also now from research that have thing.
Of performance marshes without tights 2 quota all inssantuch
forzele is crauthink there wow eng and quassing stress på
dancily creating undersatter on the draw no and in dannally cost
lining increasy nowed this is amen other on negative fact.
So i think that it is all rowal altså accuadmics 2 develop
tones. And 2 have valid and relebald
wase how 2 natur for eksempel holistik solling.
Hvordan also the race responsibility managers 2 find
without 2. This maches relyfed the best 2
direcom facts and det tried 2 Award it 2 of interviews thing
amaid good beat doubleliad sprit matering things of one side
butan coursing awarm on the other side so one size fits all
really that's in-rock.