Picking up from the end of last month’s discussion on this topic of “The sales process and the order-to-delivery process” we move onto : Take-out # 2 – manage, monitor and measure your sales process as a process, underpinned by the same business rigours and disciplines as the other business processes that we somehow think […]

For those of you as ancient and “museum relic worthy” as moi, you will recall the days running B2B sales teams without computers, mobile phones and GPS.  Nowadays, we ponder how the hell we managed … we have all become so reliant on IT.  Don’t get me wrong, I am not going to launch into […]

Picking up the threads from last week……the how and why of gathering PV data, I was caused to reflect on this segue today when shooting the breeze over a coffee with one of my confidantes associated with the Enterprise Connect scheme.  He bemoaned the high frequency in which he recommends to organisations to undertake a […]

As I peer into the bottom of my teacup at the end of the week to see what reading the lifeless tea leaves tell me, I am left pondering the number of corridor and café conversations I have partaken in over recent weeks with various B2B Head of Sales.  Moreover, I am cogitating a trend […]

Last week I progressed this topic, and culminated with the question about what this internal BDM would/should/could look like in the Australian B2B sales organisation environment. This function, and therefore the person/people that fill it, is not Telesales, Customer Service, Marketing, or even simple Lead Generation/Qualification. As the name in the heading implies, this is […]

Last week kicked off this topic, and culminated with the question about what this internal BDM would/should/could look like in the Australian B2B sales organisation environment.  To help me paint the picture, first a tad of context. We have all seen the indefatigable rise of e-commerce, social media and new age content marketing.  No B2B […]

New lead generation just getting harder and harder?  Gatekeepers and hound-like front end receptionists just getting keener and keener on keeping “the wolves at bay”?  Anti –spamming laws making it trickier and stickier to reach out to your target audience, even with thoughtful and professional email comms? An all-too-familiar quandary for the Australian B2B sales […]

Those fortunate enough to be present at the recent The Next Level sales team optimisation breakfast seminar in Melbourne enjoyed a vibrant debate on that age-old balancing act regarding right system and right players on the sales team.  As yours truly extolled the virtues of a scientific, even mathematical approach to gathering good data to […]

May 1st – Melbourne hosted the next breakfast forum in the current series host by The Next Level. Like previous forums there were three feature parts – : Glenn Guilfoyle, delivered a short “how to” piece on the power of good data for feeding your sales team optimisation planning. Glenn then facilitated a panel discussion […]