Erfaringer fra 30 år i kommerciel ledelse i danske og nordiske B2B SaaS-selskaber — om GTM-opbygning, salgsmetodik, skalering og hvorfor erfaren ledelse stadig vinder over hype.
Efter Monterros hidtil største platforminvestering i Creative Force ser Mike Martinussen tilbage på 30 år som kommerciel leder i danske startups — og på hvorfor erfaren salgsledelse vil vinde over AI-hypen på sigt.
On why an AI-generated go-to-market plan is not the same as a working one — and what still has to be built by hand.
A look at the metric that has quietly moved to the center of SaaS sales conversations — and what it means for how deals get sold.
Om de skjulte omkostninger ved en forkert salgsansættelse — og hvorfor det billigste valg sjældent er det billigste i praksis.
MEDDIC, MEDDPICC, Challenger Sale and ValueSelling compared — and why execution consistency decides which one actually works.
On the shift from growth-at-all-costs to efficient, durable revenue — and what that means for how commercial teams are built.
Twelve moments from three decades in sales and sales leadership — the deals, mistakes and turning points that shaped how Mike leads today.
The 9-step sales management value chain — and the real numbers it produced: +200-300% ARR growth, win rates up from 28% to 48%.
What professional athletes understand about preparation that most commercial leaders still overlook.
Why so many companies still hire sales leaders for industry familiarity — instead of for leadership impact.
Experienced leadership costs more up front. Inexperience costs more later. A look at how that trade-off actually plays out.
Why the raise-and-hire-an-SDR-army playbook is breaking — and what a lean, full-cycle sales model does differently.