A referral source of ours begins ……….. “Glenn, my contact is a National B2B Head of Sales Management System, and by his own admission, too focussed on the home State, and less a manager, more a primary lead generator and converter. He says he needs to build the capability of his sales team, via a […]
Author: Glenn Guilfoyle
Customer input into the value of the Sales Exec visit in the development of your sales management system In recent posts, I have mounted myself high on one of my hobby horses……….good visit design as an integral component of your sales management system. Its inalienable counterpart , visit duration, has to become part of the […]
The Clash hit of 1982 could well have been penned as the lament of the Sales Exec receiving an appointment generated by the company’s trusty, hardworking Lead Generation team. Experience has taught many a Sales Exec at this critical functional interface in the B2B sales process, that x% of the time they attend the appointment, […]
On the 11th of September 2013, The Next Level hosted it’s inaugural entertaining and stimulating breakfast forum with like minded commercial and sales managers from a variety of industries. This forum featured two parts: Glenn Guilfoyle, founder of The Next Level and Australia’s leading expert on B2B sales team optimisation, delivered a short “how to” […]
We want to focus on what we are doing, not what our competitors are doing! Well meaning enough. But potentially a tad naive………..or possibly a touch of hubris? It shouldn’t take long to gather the necessaries, and the relevant info should be at hand , or at least readily attainable. When considering options for sales […]
Sales team optimisation and the downward pressure on cost-of-sales The annual Barrett survey, published at the commencement of the year, presaged the downward cost pressure on heads-of-sales in relation to driving costs our of sales and selling at better margins. In fact, this trend featured first amongst the twelve sales trends for 2014 …….. the […]
Last week some 25 sales team optimisation enthusiasts gathered for the latest in The Next Level breakfast seminar series. This time we delighted the audience with a double header……… The merits of supporting your sales team return by upgrading selling systems Applying elite sports tactics in the sales team setting During Q &A, a vibrant […]
There are critical bedrocks to optimising the sales process and systems and a well-designed CRM software tool can be specified to support them and then managed to drive sales team productivity and return…………….. and these considerations become important for selecting the most appropriate tool. Customer classification and coverage; prospect profiling and penetration; infrastructure to support […]
The Next Level in the Sales team optimisation story…… On Friday, 12 September 2014 The Next Level held it’s quarterly breakfast forum co-ordinated by Peter George, Company Leader at Outokumpu. There were four parts to the morning – : Glenn Guilfoyle, founder of The Next Level and Australia’s leading expert on B2B sales team optimisation, […]
If you are roaming similar hiways, biways, cyways as I have been, you may have also heard this term gaining traction. Is it just new gobbledygook, or does it contain some inherent value? I am tempted to opt for the former, but upon casting aside my bullshit meter, I am seduced by some apparent merit […]