En des episode der får oplev salg wea eksporter sustainable
transformation and high performance and be SVS
howy-grade storm commercial results with burning peopble out
and hodio build af sale trykker niceation that is not ordentligt
compositivt but resillion and sustainable over time. 2 dagtes
gæsts piger, havty professor ad luad University and
ninternational voice and Beach 2 be sales research
sustainability, end digital transformation and sales
organisations. Og komme til Copenhagen.
Den giver så what salmer god 2 bearere and Der er ikke spottet.
Angangs for joine canast how can the 2 stoty selvs war resort?
That is low liquression hacksually i have a doark Crown
that industries thi it soy have beurking over fifty ussourcel
spiritual my self and also virkning in ascals manager real
positions and i face teveral you know know several times
challenge is 2 Højer sale speable.
Vil gøre os everybody tos warnat 2 be direct 2 so experts all
someting like that and you are, you know, ordentid rely
understand that. Why is the specus for me?
Salling has been best but of businesslive ever thousand is it
inklods evered thing you know you can network you can 2 get it
a with you customer so tryde soald there challen she's in the
business so. Hvad var saxoerne der står it
that are dice it that it? What a do you be 2 do and stoty
of it wobe thed it more how 2 really like one thut is you know
challenge is and why SA l's hash this?
Not so nice image. And now you work as professor in
finment yals folcusing on sales i ontering, is it communing
infinance that you the 2 do research and souls homany sils
colaer inflammat. Actually disse so big surprise
problemer for you also because we are Pride man is AS professor
IS growing al love and we have several action University.
This is woarty ching. With up beaching ASLS and have
salestykke we proms. Så allio te.
Computer så we have aurone saltlygre programmer strategiet
sales for Masters and husal dan also universed easton Finland
day have there are Masters, a program for a sales management
actually and then also doaco universed of Award soy and safe
and don't bear universed of light soy jens is day have there
propons witzof you know know mall a praktical overent that
buttons soy inspace Universitet this have there pro France.
And touch stort somet thing, sohnbert University, the sods
sol building of now there især locations soul we have with many
sales professor. We have not have soul, many
sale's professorships. Onde on, thank you today, but
you know, that's that's going have there is only happy about
there be alright now in finlands with that does.
Of the repositive or un news that coming front Finland your
sæsons and awatts your you under will of sals covershop in
brother marketings colosh up. Et sip maven selling is rela
light og transwalling and off wast this a reson sheff sive
ding upultisation over raw howit transform and Award show uping
as a usale Spurs and so wal those weredet time that we are
christ, you know and transition and 2 the seere mast that
restart 2 have likes customer relationship management systems.
And 2 day what we drukket bund the reol of AI how AI stacking,
you know, and the reol of some of the wool to's about of the
sale. Scroll of the marketingfield.
That's the that's you saying thing butt but but of wars be
your say thing asian it specially be 2 be says that står
det ikke so it hash speedin best mail on and on voice eller
interaction og så and you man connections so.
Digitalisation beat 2 beat blad folkes, we can see how.
Det er more amour differential platforme sorte asmarket playces
with chartrans walking say yes professions wal 2 keep it simple
it trunks walking and we really need 2 on and who that the will
really bemore out show score speakers we need more research
weir need more understanding wocine OK babette Det er Sådan
need Award grine of sales management of o of goas also is
ney dit interfurts. So there is the lag that that's
that is a that's thell as it AS. We are stil, you know guide of
all fashioned how video in manic on bane.
Selvling så deres varer jeg min super happy and also you know
and thinking about i have been soy you know ha know 2 do serve
as pressed and that's the coobel stay Sådan så jeres Institut
with it Sådan cloubel a institution in widge way of wars
gear won's a year with ace professors globally and a we
with way on share. Best pract this is how, 2.
Edderkate the fuw 2 social speabib anols all will network 2
do more sales research and tal 2 crowd a feed your you knowselver
but this well so you know are i see that doere shout of your
know there are there slut 2 go'e but still we need 2 have more
soirell score w is happy when you un you know know i can see
you samt new BST shirt og folk in one.
Og en hel noise as about of the Beach 2.
Do of a face som irwes bing confed loking on me abit strings
leverance said that i did the moy PJD in sals and than they as
a wat placeiva clear wick case it's a sir is i billy whistal
have some way 2 2 go't there are you here?
Or y agury og yacrey and i know ofte you you un you you you you
know when som beartes husting that you't, you know, know
hurtigst notting. New York research on so when
when you say indsats like og voice that is that soyins gene
your really likes stat is a so II know what you talking about.
I have do youks about that is it?
Is it designs, but that you're i orden it a of forla territorium
warnering you said og that doustal laord and bruger for
organisations with tacking soils in count cool manor.
And then i will the seant that doesn't or canstation on
performance invenyt very sorter a rented way with their kind of
mooning go that of with the more 2 what it.
Sking coming med beton that. Is this is intring and off
course myresate fokers folkes of b 2 be saus and and ofte and
though that's the in of course of building bartnership sol
that's forlove. 2 but how ever. If weekend sales managers and
foreksempel the star it seeting. And what are you?
Mach yes, they are 2 real like focus on and four on the
performance of staes. Beerborg så often dog så frokost
noget sort and overgås. Vi har været det der mest smatch
hvilket of gods quiz difficult for the social space reality
fokus low amunter i dag igen get all that is bene of it's South
of know closing thor deals aso under spossible so.
Butbert west fill officer 2 do research that that's it hvor der
ikke and se at det scanfines that un rocking with that i
have. That's have like that this
rung-temars. Sove abu teater vej you're coul
laberations with there customer's like like under loven
tour my meat that it do you neutions foas on this one say is
the what the have mole like accoleations on and on hultur
build solions of the furtrand this is my the way want of weust
this g us the bobl bitterly say but all sout beman's behandling
of the invio mænd Susanne og milit yals of kalorie det so
dals are also pusting compan. Organisations towers more-lunter
orination så Det er ameny like a presser's we are, you know,
cales organisations why it have 2 real like that a low tom bock
the how? I'm sorry 2 many beboere wall
this ining osse are wondering how in practice day constraint
translate rung-tur og reundation and 2 GPRS.
Fra CSP på because of yand of the day way we have 2 have som
GPISK have and a my the jow that's canir load with companys
are thing out of the consulting work socing you give as som
advices of workless som and good kast startet is that you's a how
2 translate long term ordentation in 2 AKPI for.
I hovedet that ig good have some you know and know samble and
service Det er da spot as we know videoen og have samble
univers speaker business season indust.
Og så var det fried, så vi vil gerne nok turde synchynge give
sir dan brunch that watgind of OK be AI so but kasse of thark
is your shoot set that but what i for i Tyskland, you know it so
huted think about through it's fine.
Det er IS is. Tillykke dem from the mold of
level Bruce speck dels so be need 2 think about that the
ofaster individual level tharag that sweats so light bas on the
sale soul spurson hasard kursiv det tænker både what does this
budget selvspørgsmål. Account with the with the
customer's and bort andoce of Costa synfred and d and this
shutd brewaby shorts. Til at svitte den der sal
spurserne what then you loke overraow more from god missil af
hvad and loke-tico smed bort noise on eval men you're star
the loke-t Inter avally og change soulland of Gustav talk
thats arethly and GBS hold da re difference en agenify look for
eksempel companister i have been starting layent with areal like
folke stuncelling cirkulat offer rings.
Så you really Netto thank of bund two yather accelly with
your avly your tape efter that. How for eksempel you lobbybeo 2
setup thousand regulations with souls of the that you see it is
import in voidenter system of fromday invirment og susday not
lidt perspektiv so as we can see so this is white's white
different. Direct thing and i'm okey PI
saiding then it's has mayonna previewsly so in watgonof in the
shoir you areke operate. Er noget kursus, hvor Der er det
goals ifroutional there are 2 do your business wector should them
itues thols therese and 2 performance for the shorts og
what the fuel really one abey a building sustainable business
for the on South than you definit the thank you with the
beat broadour a bru spect thieves huse manned sals and
what weine of thorican your said it or eksempel set.
Så this is very kommer this is aktion actually håfølere alsoed
prowing af research serier en en over feel.
And from time that is how many things are is your size and that
inton and mabey some the topics that chut talking about bout 2
som exstand the eis your 2 implement for company that just
storting og corporate 2 aviser company that's bein here in the
round fromanirs. Så i witter ze you'e the doos
company that's daing around for man years.
They have 2 make som transformation front one on way
of loking on there are torright 2 another way and you en
pioneering this is as sustainable transformation of
beat 2 be a shell can you expliners alle that what's wat
what is din sustainable transformation og b 2 wself
your. This is one of my very favorite
dog, biggtes that i have been, you know, able 2 boys, rey,
sendly, that's it my. And i specialle hove sales
management is action change ching when sales organisations
of fair sing inviroment over sustain of billiteren ansøgere
go a offer rings and i trilli transforms over Royal sales
management donutter real like and know look the rouler off
sales Beatles. Så.
Absolutte fokus og Salling. It's not any more that indiktual
level, so if you d think abud research, you know, know selv
mode that's over, you know know a be 2 be say research hash bing
white selv, your dreven and selv your folkest product lidt
browser safe zeason underly like focus in one how 2 how 2 ad
avally you four customer. Godt hvis ensager you know big
transformation whit is big because of the regulator, of
course, and also the customers arealing 2 have it's not so you
know 2 because 2 day of warstut 2 the poleledt exted we have
hørt rece and play from from from som other weekend countries
that især sustain of billi desnert really you know, know in
the corona forcus amen manic company så question and that's
is it really sound that visual now folk og soning whyomed thor
sustain abillet i because we are peering so.
Under stories but power-tian the customer isf your hearing europe
thousand is beate because day are you know and wonting and
they want 2 see how ever og yosues stand up public is day
need 2 report of course there are sostand of billety how day
og a gooding there emission's well for Europa juni så this
mindst a pow every no water inviro min Strike now and how
how the bar it has been have been has been rundt so we who
ever. The may change.
Yes, that's the vegan overradio and amore inviter sustainable.
Men with iveritcyom that dostrang just diside fat the day
be there being at organisation will also influence in the viral
low how we doiness and in that's i museum ot 2 thing that or know
days read. More abouts war bingo CS bebo,
that's a implementing doch change.
Watter your beat there? Yeah, ej, i'm see that you're
know. Soyce speable day are faceing
and what of press shows lort of actually the would of danishions
that soy it's management inde it's man, it's now ice and.
That's that's 2 of soft this, you know, different unow France
and safe that that trans wallming Salling overal and
that's why of goas your right weas on need 2 folkes on auto
this mark raissole. Sales management, you know
approach vers all be need 2 locat how the soes person well
is changering and what you know what god of the an OK butli
depresshers there are or and we action League on double
verformeres because something that you're know we know distat
there is in the load of research, a bot of verformes and
day are, you know, the most important assid for the for the
companies? Du har dsbel wal like bringing
in her know the money and doing thor at an you so a we work.
That's how do you the there is, you know, doub verform and stake
here of thevel being and we trumping the starbic on actually
we knowt is that they are really unow Street about a how they
spand there are a like laisure 10 man and that's areal real
like that a kare of the will being thir y are ex socialing a
lund than. Like i flere remember this all
way of doging salt this good of all way.
Probly there restere is, you know, in Finland would say that
this so under sessions with without albra Holland, you know
yoss beilling relationship s in this a bitmore informal sessions
but now were days it's it's like and non alkoholical and that
your really Netto dake-ting og bebo that your.
Effekt ved indust Costa relations anal so your thinking
about that the customers i resoury doing the story that
they a not 2 realing ready today time any more thor dit slags
your aktivitet Steve on and do you business doing the working
out wass on thanugy one you know stavy outfit Det er jeres.
Private time. Years butt of goals there
orchere that you're know know dit spil oblace suvery Union
Nordic thirkel so how beboller you know know extassisting.
But yeah, that is what we know. Distancer direkte in kear.
Very villing 2 develop old time deres helt skills så detyanut
tredty day all the timesying air yes hver dag they need 2 develop
there re soul asian on and thi are also you know and looking
thek big big big bigut of that's organisation Det er nu christos
forudsing wonder all saintswork this that's performance Det er
arels og you know you know having and dating distradioic a
broad. They one of like og support
interview organisation the crive row and inflylce.
You know, that was very ece ofing how the really but they it
resulty, it's makeuptit all because day day they are offent
you know and. They are doing load fort
organisation whit is of woss out of there w saintswork weekend
supporting for eksempel third their young young siles angiving
all this steps how 2 do særling and.
Negative og would say that you're know det kender Det er en
fokus runden selvfølgelig. Det ser super importen får det
interesseorganisation. Beals fordi mand informat for
eksempel frontty o the nossale spea modt only Det er stoppet
performance så this is so soy one pressure that day al like
thany 2 tackle with that day that's 2 snit 2 forin that time
som. Så dage og eva more effekt det
begynders day have wolvede also the isother heidende activity
santask. That's it 2 actually do.
You need standing of findings of your research in joms of the
have your thuppemants but iclouden helt my self 2 stink
also that how you explaing the cavie your other performance is
very siverte 2 howit receive my. Students.
Så mystrid ens now day day day care lut bout the Royal bing
that's very productive bro thar private time og The avery much
Inter stilling 2 the purpose of the corse of the purbobs of the
CBS and mabey o realtur faceing godt of but generational shit
oar i can conraberetliste meget my modenation we are rebeing
very much falcust on arko-stass are greate.
What not? Ing big pctor selv have wat you
your heere. And i 2 us under command year
that actually because we's rever focus tondup verforming salt, so
do the many of them it where middleal soul there we are not
this. You know that your young beat
they have 2 allof them heed over heft the yourse broctical
experience out of sales par i will say here that what a really
you know, a happy about the shoot dance and how day or
really like. Mange ting you know there are on
stadigt is and also the are like før early careos, that's the
business. And you dinerations than it?
Is a thom old. Thereations, that's hostrup well
now the custin it's do it is their own's allro uneration or
know the beb? That's yeah, that's a forund the
time aftes the podcast be s am you bee toke king about a trin
wages happening that organisation level and then
we're tror du product that that's trang that level.
Buck i wat the shoon that og if we want 2 have beatle haky pop
leading topp wallming staes beboere the dance and world bing
with also med bein need me with the difference ledership type do
takle og that's up bakking or reservede.
Her er widdit interally catch, you know, difficent styles og
dibes og something what that't but refund, you know and know
som ellements with sir important 2 understand and note is when
you areal lauer in at team that's of goas have also the
doub performance and we know Thisted you know- of the
actually the stod performance of lift alone så day do you know
not get as smart support. As thats looberformeres so all
the time. Axel lektor, supervisorly
sagsbears are you know about thing well there Amalie boding
it 2 this low bear for oh mens han this yeah doub performance
al lift alone thay it do you know not really like receiver
gundstructive fate debat and actually day that int real like
it any quint of you 4 know a feedback så Det er rauls efter
loven all sorg thinking upot you know.
Feedback til soft wars. And and and because lave villy 2
devel up them isill result the time men and 2 be bord soy and
the beoss. And feed, that's be.
Als of net feed buttery something 2 remen memborings
manager that you know semidy loyale like that are you are,
you know and dating time with the with not a netop up firm
wesbot with the well lower performing sale speable sound
that isure. You know that the sene 10 mills
all with the up performes yeah, it's neynet also.
Så and. Windows bast infra.
Yes. Day investor watch thors a Bruce
direce of with the day also require.
That trans Award, that's. It AS some and carlagement.
And i verden say that day serviet seem millioner like
giver rebud og soul day day vera some how like clef left-tar on
and day that into it a like an ASA thinking about how input
under there iso have. Arrowund speaker give you a cons
the faedwck that is supperingbout thant that you're
canceed that what out thal spot that under it out there will op
self so. Your actually a maneding Berit,
you're perform a streven do you bearyf you are as a sale is manu
giveing also dame som gundstruck de feedback bare but also of
what bortset defeed back wat there are doing well an and soug
on and also trying 2 one dit also the thales man itues trory
2 security some how your 2 per frommer stying big os if i The
are do doing alet for the fort the young star sank for there
for the rest of the salesteam so.
There is of course, one like. Auditional aktivitet Der er
desing and populære 2 organ ice and foreing was how domerings
good beat do space is værdigt, men Det er stopper performance
good you know show there ekspertise because day a how
ever usening that's it but i thay o also additionally
aberating as you know, some goine of thalent managers ordet
development managers weit in the sale stam so will gosvores that
time a stacking. Some world's hov for, you know
from you know, from the performance of all fromth from
dit. Have is mytert is very inside of
wat your sting because of now flicked or know on and on and on
my on experience a been and wide 2 managers 2 2 different
companies 2 provide support training theucational activity
that with talket meed befarmers for eksempel.
Justic is danyout performance thating will.
Kubrick en company lay was dot. Citat the dumt need any
auditional support because that overy a adrenkel what the doing
awesome. There are good asday are.
That's. Don't park, that's your my
match. That's the things and this peber
really neat dans and asupport with the go's beyond finans up
for eksempel. Years and you are, you know, dit
pub performance House of humant you're know than it 2 have you
unow thase? Og og relaxy moments phuket aron
you know also theis like what really service ash you mant all
of us now mary of performance oh operations.
Very interessing out how 2 design cultur with in couracing
that time but behag bear can we can we have that's culture it
United tine sony a with the line that cuture and unic pensional
way or we have univers som intensional activitist 2 2
reached that level 2 have Counter- of support 2 do
performance that doesn't midt performance and awaren.
You know Norge this is not 2 your my mo my reset supplic this
how 2 beacher spot but that but how ever also the instutting som
ladership or ish your so say that you know beal that i know
hvad? Og en voj omt there every body
is ay will the say really the two than what they are thanking
about? Thanols of wat do the serving
and key the fotos gunsin relation at the indital level en
tried 2 some House support that bebo cang share all there
experience in not orly and no sats your bon yung you know sale
spable which ortures un waiting in know a stutty.
Other up performance veractualboarding them Award but
ofte this young gør your know ASAS bebo thing have very gode
samfund. How 2 build the relations of it
he can not of thing about generations, the like natural
yals of have some different on a wace how 2 do selling so in-kory
tover in parry t us a saints manager that's goy that
forsvaret that we again real likesere nummer moder.
Og, how will you perform? But bat that everybody can like,
you know, share there inside sen thay are appress yat it ecualo
alias altså hure mans trying 2 beed some how like hue in
culture ammoni todour we my. Austince and moved we are you
for get some times about that it so un we are of protein 2 2 the
endte og depodcast and on and on and webin dog king about.
Præstation of stals callsupp in bro the marketingcours up.
Wavin storking bout transfermation og soirals
specially assisten a build chance or colority fource of
that datrons forward min howy obsare want term a performance
inteles and now i want like 2 oskive for you production of
feature so how you see feuture cells scholship onsel practice
in next what they abs. M en akademia, what the topic
that 2 reshot focus in agucation watts.
Skills now and aber-thies that weasot eng 2 dobbelt with a
stuunes and what is litterest should be bankedunch 2 you many
questions butter. It your be coacher?
Yes, so a of course trans withce up careently heere so abso
brainbout and soug on. Og Det er Frank gyyn of the know
it's all tech know 2 is like overt a shotsmation ishoadlybe 2
be blodt foun Saint and how beat bebuad forms vent weir.
Sallinge under platforms have the murat play, so how do it
like a build trust there? And you know, how is the trust
building happening when this machine, a machine thiscosing 2
chothers and also disse us a something 2 get read of those of
those all like ascent that beat 2 be Salling it's all is human 2
human celling big os really know no not fromter res that your
snart of you know selling happening bittly machens.
Så er noget såking about business 2 business Salling så
reset of goals equip over a shurance with the skills that
the really like understand that differen other business models
relates also of goores and give scooters fort AS models that
research select and also unor relate 2 do Frank coin of
Thrones land th know ortures. I sit platform så og whatever
battit your transformation. There is a super you're know
very beck aery og 2 be covered hvor i Salling in in digal
inviteres so 2 2 equid over future ture say spable with
diskills that is and it's not allright about sale space but of
wars i The more of the sales management lever big a sales
managers. Sales le it raise al thors bee
bev amerikanter investment visitations and i day are not
knowled in off så what god rece that ama igen for eksempel i fi
nor i have bund studio be platforms how actually
deployment of from bebuatform IT rely like chancing the way how
the soy switch actually build hits not the hue men speed if
you make a techno roathical the sach.
So like guys, you wat run say yes.
You have than hou og you communicat withjowasomøde så
this is very of goas very you know and a og s of us aboard of
this inde på asian and also altså European Award touchest
that company stil keep into the remind invirment sustain uplytos
of war sustain of billy overal and weekends i.
You know, you know that. The plean at is not watting
forrest that we war 2 know deviling like the circle over
solutions and offer rings win the president.
Are you know difference? We need 2 dake thors actions now
and this is also that receu and the SOAS beboere in no version
som mall light a skills 2 in the way begu asyl skills.
Og reaktionedit all 2 develop 2 get are with the customer som
bob us lease futs og. Offer rings so there are is småt
wearl so fountain know areid that so thats are you seed that
in no veration and pre IDVT this gerne of thorbics and on and on
and on and on and on as a gaber billy this or important and
that's again we dokt a balt thories and gaby be so how oce
your do you know me show does det vigtis so.
An, of course all this indsendes hold day of change soft this
big. Og trends so.
For hans standy cractly i will my god home 2 revice mycellove
and 2 macs your that's i have top prictoro digitalistaltions
promation ah default intelligence sustainability and
a propary reenotion that we don't really procesassist the
planet wat with just a brarrow imod from from are grunchelon
thank you bear thanks awatch for being olga's today.
Eller angiv sårbart taget mig thank.