#MeetOurTeam – Dorte

How do you balance your work as Lead Customer Success Manager with the responsibility for direct sales and digital marketing in Cegal Denmark?

EVERYTHING depends on excited customers. Without them, the company will not have a sustainable long-term platform.

It is absolutely essential for me to do my best so that every customer feels seen, heard and ends up with a solution that meets or preferably exceeds their initial expectations.

People do business with people, even if they are, for example, an IT director with a large budget.

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Belief in Smarketing

Throughout my career in the IT industry, I have worked with both direct customer contact and marketing, and I believe that a close match between sales and marketing – Smarketing is the best way to do it. In many organizations, marketing is seen as an expense, more than a strategically important discipline, and sales are the heroes who bring customers home. In a modern organization like Cegal, we know that it is interaction that creates good results.

Sales is changing

In the year 2023, many estimates that up to 70% of the customer journey in a company like ours takes place before the customer makes contact with the supplier. So without contact for sales. Potential customers want to stay under the radar for as long as possible. They educate themselves on blogs, through networking on LinkedIn and webinars until they feel ready and qualified to buy. This means that one of my most important tasks is to answer the customers' questions, address their doubts and inspire their "reality of what is the right solution to come". It can be done with the help of marketing and is easier now that everything is digital.

Hope to help customers to buy

I balance by using my knowledge from sales in marketing and using my abilities within marketing to approach customers in a perhaps slightly different way. I look at common networks, and what the person has in terms of background on LinkedIn and use quality content to build trust in me as a person. To be perceived as a relevant relationship, that can help them qualify the solution that will become a digital success story.

Here is an example of Smarketing that I have produced. > From skeptical to confident: The path to a successful transition to cloud computing

That sounds like an exciting working life. Which teams do you typically work with over the course of a week?

It is both exciting and challenging!

Organizationally, I am part of the Danish sales organization, so of course we work closely together, spar with each other, and open doors across the board where the opportunity arises.

In addition, I work together with MarCom colleagues internationally and coordinate initiatives. I have a really competent marketing trainee on my team who helps execute all the plans. 

The last team I regularly collaborate with is our "Team Microsoft". The consultants in Denmark who work with e.g. Microsoft SQL databases, Azure Data Platform, and Managed Services for our customers. We hold customer meetings, discuss new potentials, and closely follow the trends within the professional field we all work with.

How do you keep up to date with the latest trends and innovations in both sales and digital marketing? 

Fortunately, it is in my nature to be curious and I want to embrace the future and the trends rather than perhaps getting nervous about them, or thinking that everything is still as it was 15 years ago or just 2 years ago.

New knowledge and ChatGPT

For example, I listen to Podcast on the way to work in the morning, read/listen to specialist books and blogs and lastly, follow interesting people on LinkedIn. It gives me a quick insight into upcoming trends and in this way I was, for example, the first in my close network to actively use ChatGPT and AI in my daily work. If you are also a fan of ChatGPT, find and follow Ruben Hassid.

When I worked as an independent consultant for 7 years before Cegal, clients hired me for workshops and lectures, as I was known for having my finger on the pulse within LinkedIn, Smarketing and Social Selling.

Earlier this month I participated in Denmark's largest conference on LinkedIn. There I put together a program so that I got around both the latest with the algorithm and AI, but also Employee Advocacy and Social Selling. 

So for me, it is all interconnected.

For me, it's all interconnected. Smarketing, technology and Social Selling.

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What is the best thing about working in Cegal?

It was undoubtedly a big change to go from being able to sit around a medium-sized conference table, with all members of Systemtech, to be approximately 30 in Cegal Denmark, and a good 850+ in the whole group.

I experience hospitality, potential, and flexibility in my everyday life at Cegal.

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I have been warmly received by friendly and competent colleagues. And when I know what I need help with, a colleague is always ready. Here I mainly work together with Nordic colleagues in Norway, Sweden, and of course our two offices in Denmark.

Get to know us? What is it like working in Cegal? > 

What's your favorite quote?

There are many good quotes, but I think it is important to remind yourself that if something feels completely safe, then it may be too late to act.

”The Cost of Inaction, is far greater, than the cost of a mistake”

Eckhart Trolle

To round off, Who is Dorte as a private person outside of work? Is there anything you want to share here?

She is someone who is involved in many things. It is probably easier to show as keywords:

• Mother of 2.
• Singer in the vocal ensemble Nordstemt.
• Food-enthusiast.
• Winter swimmer.
• Bookworm
• Dance-loving concertgoer
• Ski-lover.
• Family person.
• Party starter and engaging networker
  
  

"Our mother knows someone in EVERY town in Denmark"

Quote: Dorte's boys

Dorte is never bored, life is simply too beautiful for that!

Photo: Nordstemt Vokalensemble