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 […]

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. […]