Bunes & Ferenczi

At Bunes & Ferenczi we believe in today’s uncertain and ever-changing environment there is a smarter and faster way for B2B Tech companies to acquire new customers than only by increasing sales capacity​.

We work with early-stage companies, companies looking to geographically expand, or someone looking to expand their solution portfolio to:
* Co-create their Ideal Customer Profiles (ICPs) in which their value creation is the highest
* Build a Serviceable Addressable Market (SAM) which is prioritized order of all the ICPs
* Audit and recommend data/analytics tools for sales and marketing to support the acquisition of customers
* Provide interim CMO/CRO support for expansion

| Co-founder |  B2B Tech Growth Strategist | 

GrowthMentor

I am grateful for the opportunity to support NEXT GEN entrepreneurs with some of my experience through specific conversations about their challenges. The best part of this? I learn so much myself every time,

Growth Mentor

GlobalGrowth Consulting (GG Consulting AB)

Experienced hands-on business executive with strong focus on teamwork and managing multi-cultural teams thrives at driving global or local growth or profitability-focused change initiatives

AREAS OF EXPERTISE
* Development and advice on Sales and Marking programmes, Business Strategy and Planning
* Design and implementation of organisational change including providing interim management  
* Deep industrial knowledge of IT and telecoms, both B2B and B2C
* Set up and management of new international businesses including creation of company structures

| Principal Consultant | Business Owner |

Bisnode

Advising Bisnode B2B Marketing Steering council with GTM plans for new offers.

B2B Sales and Marketing GTM Advisor

Vendemore

Enabling global companies to implement Account Based Marketing as a part of their marketing mix.

Developing internal sales and marketing strategies at Vendemore.

Global Account Director

GlobalGrowth Consulting & Investment LLC

Vision: 
Grow local small businesses to International medium-sized businesses

We are: 
Senior practicioners with experience from both small businesses to  Fortune 20, including experience in sales, marketing, business development, business management, and Management Consulting.  Proven track record of developing international businesses

Our approach: 
Focus on technology firms (Internet, SW, and HW) with base in Scandinavia looking for international expansion or businesses looking to expand to Scandinavia. We look for 1-4 year exclusive partnerships focusing on profitable new business. Our model can be tailored to each engagement. In some cases, we may make a significant investment in the business. However, we exclusively engage in businesses with a buy-out plan

Founder, Majority Partner, and Chairman

Libendo Education

Member of Board for holding company in Luxemburg (Avaros SA)

Member of Board

Managing the Libendo Group business across all markets

Managing Director

Member of Board Libendo Norway AS

Member of Board Libendo UK&I Ltd (Dormant)

Member of Board Libendo Sweden AB

Driving the expansion of Libendo from Sweden to UK and Norway.  In charge of all expansion work in addition to hosting the management structure, business planning, and overall sales results for the business

Global Sales Director

SPConsulting

Consultant in Change Management Practise at SPConsulting: Boutique global consulting firm based in Stockholm, Sweden

Consultant

Build HP's Direct Online sales in EMEA; employee number 1

Our team took an existing business from $35m to $105m over two years.

Consumer Online Business Development Manager EMEA

Managed a product line E2E, turning around $5m loss to $3m in profit in two years and order book grew by 30%.

Member of management board, and numerous project steering committee chairman roles as well as sponsor.

Business Line Manager EMEA

Provided country representation to EMEA based organisation for support experience and delivery models. Included business development of support services (fee based). Also included deployment of retail channel support programmes.

Consumer Support Country Manager Nordics

European Product Manager for the HP ScanJet line of products. Core focus on all 4 Ps

Product Manager EMEA

Provided final level support for WW contact centres for HP ScanJet products. Would drive current engineering for updates of current products and ensure fixes were transferred to the development of next generation products.

Escalation Manager

I help B2B Tech companies to grow by focusing on the right customers.

I am passionate about B2B tech, but more passionate about the customer value deriving from deploying the right technology. 

It’s always about the customer, and it’s always about the value they get from technology.

The rest are just means to an end.

I am your international businessman of mystery! 

I have lived and worked in Norway, US, Germany, Switzerland, and Sweden.

I am like the business equivalent of the Swiss Army knife, a utility you can use to solve many a challenge. 

I have done sales, marketing, financial management, management consulting, P&L ownership, product management, customer support/operations, escalation management, Account Based Marketing, EdTech, AdTech, MarTech, B2B, B2C, B2B2C. You name it, I have done it!

I have worked for myself, in an organization with four people, in an organization with +300,000 employees and anything in between.

Hans Bunes

David Brock

Partners In EXCELLENCE

Partners In EXCELLENCE helps its clients OutPerform and OutSell their competitors.  We are a global consulting company focused on business strategy development, M&A integration, strategic partnering, turnarounds, and sales excellence.  Our clients represent global 500 technology, industrial, telecom, professional services leaders; as well as high growth technology start-ups.

Founder/CEO

DecisionLink

DecisionLink  is a powerful tool to help sales people develop and communicate differentiated value through all phases of the Customer Buying Process.  It enables sales people to engage the customer in provocative, data based conversations in their very first call.  It engages the customer in building the value delivery model, collaboratively through the sales process.  www.decisionlink.com

Member of the Advisory Board

Akoonu

Board Of Directors

Accompany

Member Of The Board Of Advisors

Future Selling Institute

Future Selling Institute is a community focused on the personal, professional, and career development of Sales Leaders.

www.futuresellinginstitute.com provides a range of learning resources, webcasts, interviews, white papers, tools, expert and peer discussions critical to anyone invovled in leading the sales function in their organization.

Co-Founder

Pertinence

AI based analytics focused on manufacturing process improvement and predictive maintenance.

Founding Team, COO

Keithley

Vice President

Tektronix

Director

We help organizations and individuals achieve profound improvements in their ability to achieve their goals.  Focusing on the customer facing side of the organization, we work with sales and marketing organizations to effectively and efficiently reach their customers---OutPerforming and OutSelling their competition.

We are recognized experts in sales productivity/effectiveness, channel development, strategic alliances/partnering, value proposition development, leadership and business strategy.

We have a global consulting practice, supporting clients and individuals in every continent.  Our experience spans many industries, including technology industries (IT hardware, software, services, telecom, semiconductor, electronic components, scientific instrumentation, data acquisition, process control), industrial products, basic materials, financial and professional services, consumer products, retail, not for profit and other sectors.

We work with Global 50 through early stage companies, around the world.

We provide coaching and mentoring to individuals ranging from CEO through individual contributors.

Our work is published in many magazines and blogs.  We speak widely in conferences and with individual companies.

Specialties: Maximizing the productivity, impact and effectiveness of sales professionals.
Strategy development and execution on Routes To Market/Channels.
Development and implementation of Strategic Partnerships and Alliances.
Developing and communicating differentiated value propositions.
New product introductions and launches.
Development and execution of high impact business strategies.
Leadership development, coaching and mentoring.
Market strategy, segmentation and research.

Author of the Sales Manager Survival Guide.  Called "THE Go-To resource for sales managers."


What's the one skill that matters the most in selling and leadership?

Recently, in speaking to a group of executives, one asked:  “What is the single skill you look for in hiring a seller?”

I suspect they expected the usual answers: prospecting, closing, pipeline management, relationship building, or any number of classic sales skills.

My response surprised them: “Curiosity.”

Curiosity is the foundation of every other sales skill.

Pipeline? Curiosity asks, “Which prospects deserve my time?”

Relationships? Curiosity asks, “How can I understand this person better?”

Pipeline?  Curiosity asks, "What should I do differently to build a stronger pipeline?"

We are drowning in change. Markets shift. Playbooks become obsolete overnight. We cannot train people fast enough to cover every scenario.

In this environment, the only people who win are the ones who can figure things out. The ones who don't wait for a script.

I gave the group an example of a recent experience.  

A seller called me recently. He started well, but interrupted me mid-sentence to say, "Our company does that too..."

He wasn't listening to understand; he was listening for a keyword to launch his pitch. He assumed he knew what I needed before I finished speaking.

I ended the call.

He missed the fact that I was actually interested. His product was relevant. But his lack of curiosity killed the deal. He had an underlying agenda for his question.  All he wanted to do was pitch, not really understand me.

There are two levels of curiosity:  Superficial and Deep.

Superficial curiosity is checking boxes. You ask because the methodology says so. Just like I did, customer sense this instantly and shut down.

Deep curiosity is different. You ask because you genuinely want to know. You dig. You say, "Help me think about this."

When you do this, the conversation changes. You aren't just getting answers,  you are helping the customer discover things they didn't know.  You are helping them become curious.

The best compliment a seller can hear is, "I never thought about it that way."

What Kills Curiosity?

Strict Scripts: Telling people exactly what to say so they don't have to think about the conversation themselves.

Activity Metrics: Dial counts rob us of the time required for depth.

Our past experience or the way we have always done things.  We think, "I've seen this before," we stop asking and start assuming.

The reality we and our customers face.  The world isn't slowing down. We can't prepare teams for everything. But we can hire and develop the people who figure things out.

The real competitive advantage isn't having all the answers. It's having the critical thinking to discover them.

In a world without answers, the curious will always win.

This is part of a series leading up to the launch of my new book, "Is 'Good Enough' Good Enough: Mindset and Behaviors for Sales Excellence."

https://lnkd.in/gdyQuxjx

Author "Sales Manager Survival Guide,"​ CEO at Partners In EXCELLENCE, Ruthless Pragmatist

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David Brock

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