“Sell the benefits not the features!”…..but are you REALLY making the emotional connection? Selling features-advantages-benefits has been around since Noah came off The Ark. There can’t be a B2B sales exec around who has not been exposed to some sort of FAB training. But couching the benefit in a way that truly and uniquely connects […]

  Follow along with the accompanying power point presentation and video clips as Glenn and the specialist panel discuss the topic : Sales team size and structure …Is it better to have specialist hunters vs farmers – or hybrids?    

Many of us have found ourselves in the position , selling a technical service , where the successful sales exec (hunter) needs a prerequisite level of technical and industry knowledge that does not come with a crash induction course.  When and how do you justify the addition of another such BDM, with the cost and […]

I stopped counting and running ratios a few years back now, but at last count at least 50% 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, Operations seeking clarity from the group in terms of identifying their customers […]

How do we compare on sales team RoI? Run a very simple litmus test: Take the total revenue budget that you hold the sales team responsible for delivering Apply a cost-of-goods gross margin conversion ($GM) Take your total cost to company to fully mobilise the sales team (fully loaded including– wages, super, car, travel disbursements, […]

Four meaty conversations with Heads of Sales last week provoked me to lament that many such sales leaders continue to struggle to reinvent the function of their sales teams to address the permanent change in their customer relationship  world, at this time, now approaching 10 years since the GFC effected that change.  The four chats […]

Ask just about any Head of Sales in B2B corporate Australia about the nature of the relationship between the Sales Execs and their respective customers and you will hear rhetoric about business partnerships and the training, leadership and expenditure invested to move beyond transactionally based sales relationships. Too often, though, once the first layer or […]

Ever pondered how much your company invests to pay, incent, equip and fully mobilise the sales force to deliver the revenue budget they are set?  Ever wondered what impact reducing the investment by 10% would have on the ability to deliver the revenue budget?  What if the revenue budget was increased by 10%….what increase if […]