The term “market” must be just about the most over bandied term in…ironically…marketing.  As Sales and Marketers, we use the term…occasionally…when we mean market.  Accidentally or with educated intent.  We also use it on occasion when we mean customer segment.  And sometimes when we mean value chain.  And sometimes when we should use the […]

CCLICK ON PICTURE TO WATCH VIDEO Amanda Seeto – Community Pharmacist and Pharmacy Owner; Branch Committee Member and Professional Practice Pharmacist, The Pharmacy Guild of Australia, Queensland Branch with Glenn Guilfoyle – Principal, The Next Level <CLICK HERE TO SEE PART 1> Part 2  From conversation to conversion: Seamlessly linking the supply of advice to the […]

CLICK ON THE PHOTO TO WATCH THE VIDEO Amanda Seeto – Community Pharmacist and Owner; Branch Committee Member and Professional Practice Pharmacist, The Pharmacy Guild of Australia, Queensland Branch with Glenn Guilfoyle – Principal, The Next Level Seamlessly linking the supply of advice to the supply of a medication A common presentation to my pharmacy […]

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 […]

Stock does not sell stock …………. Unless you are a warehouse   Pre-pandemic, when I enjoyed the liberty to roam the countryside, and use the regular filling of my statin script to conduct my own mystery shopper visits, I recall becoming regularly flummoxed by how crowded so many pharmacies felt.  Not necessarily by a surfeit of […]

The pendulum swing   It has been one crazy year, that’s for sure.  Most of us are still figuring out which behavioural impacts on our B2B sales teams arising from the pandemic will become permanent and which ones will be transient.  Many sales teams were forced “off the road” for significant periods.  The corollary saw […]

What is your strategy? How does your performance compare to strategy?   Bruce Annabel has written some insightful pieces around the commercial and strategy comparisons between the so-called hard discounters vs soft discounters vs non-discounters service models in retail pharmacy.  Taking a somewhat cynical view of these different service models, one could conclude that, for […]

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 many such considerations………..it depends. There is no one universal answer, […]