What is the current reality telling us about what the next reality will look like for corporate field-based sales teams? For many B2B sales organisations, the first quarter of the current century will be punctuated by two cataclysms.  The GFC and …….. now………Corona/Covid19.  One of the manifestations for many B2B sales organisations following the GFC, […]

A long standing client of ours asked us about this recently.  Three things were bothering him in terms of productivity and cost-to-mobilise of his own sales team … Are there ways to rebalance our traditional reliance on the face to face visit and the phone, in order to rise above all the noise and clutter […]

Its 5pm Friday afternoon.  Betty is just about to knock off for the week.  She walks into the staff tea room to look on the pin board to read next week’s roster.  “Bummer… I am on the early shift Monday morning”. Because the trusty roster tells her nothing more than the times of the day, […]

Fairly benign question, huh?   As players in the space occupied by Heads of Sales throughout corporate B2B Australia, we would have all been taught a similar principle. And this principle would usually go something like this… An opportunity should be sourced for possible entry into the pipeline, by: applying standard company profile criteria of attractiveness […]

A 2016 edition of Forefront featured the Pharmacy Guild of Australia’s Customer Experience Index (CEI). The index found: 98 per cent of customers said pharmacy staff respected their privacy 97 per cent agreed that pharmacy staff understood their health conditions 93 per cent of customers agreed that pharmacy staff ensured non-prescription medicine was safe for […]

“How can I do my end of month sales forecast for The Exec, when you guys don’t input or update your % probabilities of conversion into your pipeline tracker!”… laments the frustrated Head of Sales to his brow-beaten Sales Execs at the monthly sales meeting. Sadly… a common lament. Yet so many imploring Heads of […]

8 fundamentals you need to get right The coffee conversations with various pharmacy owners  and managers I enjoyed a few years ago around the imperative of refocusing pharmacists from the rear technical processing role to the forward customer engagement role was predominantly anchored by whether and why questions.  These days these sorts of conversations are […]

As consumers, pharmacists – like Joe Public at large, are so conditioned these days to a certain “counter discipline” in classic retail environs.  Take the everyday supermarket.  There is clear signage and a reinforcing culture, that if you … Want self service you go to those self scanning/self self paying areas Want service and have […]

Thought I would share the bones of a coffee chat I enjoyed with a beloved client a while ago, because the theme of one particular topic seems to crop up on a semi regular basis currently. I reckon that both the consumer and the B2B worlds are going app crazy these days. I am continually […]