White paper, CBS, DI Handel, Business Danmark & Customer Agency, 2019

Sales Transformation

The original study behind it all. Based on roughly 1,000 B2B leaders and managers, plus in-depth cases with companies like Stark, Schneider Electric, Unidrain and Solar, it identified 7 sales challenges holding B2B companies back — and the 7 sales virtues that separate the strongest performers, from real customer centricity to company-wide alignment behind growth targets. Its SalesScoreCard, tested with 10 companies in a 2021-2023 follow-up programme, became the direct predecessor of today’s FutureSales ScoreCard™.