Understand your value chain

Glenn Guilfoyle, Founder & Principal of The Next Level, writes… I stopped counting and running ratios a few years back now, but at last count around 80% of the B2B sales organisations I asked failed the value chain question. I find myself in workshops with heads of Sales, Marketing, Customer Service, Finance,  and Operations seeking […]

Use marketing content to get your business found

Chris Fell, Managing Director of g2m Solutions, writes… Modern marketing is all about engaging with your target audience and creating some interesting content that they would find enjoyable or interesting to consume. Use your creative juices to develop interesting content and then leverage that content in as many ways as possible to engage with your […]

Do you really need sales training?

Charles Besondy, President of Besondy Consulting & Interim Management, writes… Is revenue flat or heading south? Time to invigorate the sales force with the latest sales techniques, right? New head of sales takes the reins with the job of transforming the revenue engine. Time to bring in the sales trainers, right? Maybe yes. Maybe no. […]

Don’t ask your Sales Execs to cover too much

Glenn Guilfoyle, Founder & Principal of The Next Level, writes… Many B2B sales organisations unwittingly set up their Sales Execs for mediocre performance by expecting them, via their charter of role breadth, to cover too much.  So how does the organisation set the right breadth of accountabilities for the Sales and Service roles? Well, like […]

Great planning will suffer in the era of speed dating

Great plans don’t come from inspired enlightenment, but from following a great process. Whilst we believe we have built such a process for integrated sales and marketing planning, in a time-poor world the processes need to change. But to what? I’ve just completed a Funnel Camp for one client, and am mid-flight in building a […]