Mikael Lerstøl Pettersson

Your revenue problem is rarely one broken department

Your revenue friction hides not in the obvious, dramatic failures, but in the small cracks between your marketing, sales, and operations teams. With out diagnosis you can find the gaps in your processes.

Where does friction hide in your revenue process?

Hidden frictions can slow your current revenue operations down. Therefore, it is worth mapping out the hiccups in your revenue process before you invest in another tool, rebuild another workflow, or launch another massive internal alignment project.

Battlecards, contact prioritisation and ready-made sequences

It is time to zoom in on what makes the biggest difference in day-to-day sales work – all the things sales reps often build manually. When this knowledge is automated, it becomes easier to maintain consistent quality in every outreach, regardless of who is running the account.

From manual research to sales-ready leads

The core idea of Exelement Enrich AI is simple: trigger enrichment, validate the data, enrich from trusted sources, let AI summarize and orchestrate the next best action – automatically, before the first sales contact.

Part 2: Three tasks you should automate, and what to do with the time you get back

Continuation of the interview with Mikael Lerstøl-Pettersson at Exelement. This time: which parts of the sales process cause the most friction, and how automation can free up time for what truly creates value.

When leadership changes kill momentum – and how strong CRM guardrails keep you moving forward

New leadership can trigger a strategic reset, which means that progress stalls. Here's how strong CRM guardrails keep your organisation moving forward, no matter who's running the business.

Part 1: Where the sales process loses momentum – and how to get it back

Interview with Mikael Pettersson at Exelement, about what really slows sales teams down, and how the right structure makes all the difference.

Let AI, CRM, and Smart Integrations Lift Your Sales

Nordic B2B companies are facing a perfect storm today. From delayed payments and rising credit risk to squeezed margins, cash flow has become a daily struggle for many. At the same time, customer expectations around digital experiences are rising fast, speed, transparency, and self-service are no longer “nice to have”.

Is all your sales tech helping – or doing the opposite?

Everyone’s talking about building the right sales “tech stack.” But the real question is: do your systems make the job easier and help you grow, or do they mostly create frustration, extra admin and rising costs? For too many organisations, it’s unfortunately the latter.

Complaining about the sales team? No, change their job description!

Ever had the thought: “Our salespeople need to sell more – why aren’t they?” But most of the time, the problem isn’t the sales reps themselves. It’s everything around them that keeps them from actually selling.

Automate Multi-Select Fields in Salesforce

Data entry is something we’re all familiar with - it’s time consuming, and requires a lot of effort to maintain. By automating data entry businesses can ensure they have accurate and relevant data to base decisions on, and save time for their employees. In this article we will describe the benefits of automating data entry in Salesforce on one Object (Contacts), using values from another related Object (Opportunities); more specifically for multi-select picklist fields storing information about service interests.

Automate Lead-to-Account Matching in Salesforce

The key driver of B2B conversion is speed – in particular, lead response time. Conversion rates are 8x higher within a response time of 5 minutes vs 6+ minutes. Less than 1% of response attempts occur within 5 minutes, whereas 57% of attempts wait longer than a week. Within that time, potential buyers have had the time to move onto day-to-day responsibilities, or worse, your competitor's website. In Salesforce, leads can be routed to queues or specific users based on various criteria to promote efficiency and increase conversion rates.