On the 2nd of December, The Next Level hosted a breakfast forum with like minded commercial and sales managers from a variety of industries. The forum featured three parts: Glenn Guilfoyle, founder of The Next Level and Australia’s leading expert on B2B sales team optimisation, delivered a short “how to” piece on setting your strategic […]
Author: Glenn Guilfoyle
Over recent weeks I have floated the notion that most Australian B2B sales organisations struggle to profile their customer base, top to bottom, with good profiling data that can be used to assess the potential value of each customer against each other, as vital input to sales team targeting. And what so-called gold standard PV […]
Last week I floated the notion that most Australian B2B sales organisations struggle to profile their customer base, top to bottom, with good profiling data that can be used to assess the potential value of each customer against each other, as vital input to sales team targeting. And what so-called gold standard PV data looks […]
Last week I floated the notion that most Australian B2B sales organisations struggle to profile their customer base, top to bottom, with good profiling data that can be used to assess the potential value of each customer against each other, as vital input to sales team targeting. Gold standard PV (Potential Value data)…… the holy […]
I challenge any self respecting Australian B2B Head of Sales to look themselves in the mirror and say he/she would not want their full customer base profiled to include reasonably accurate PV (potential value data). Just a quick refresher………….PV is the flipside of the CV (current value data) coin. In most simple terms, if one […]
Back to our bedevilled Head of Sales from last week, scratching her head from inconclusive answers to questions about why visit activity rates were 24% below than that which all members of the Sales Team committed to average. She was on the right track….probing, enquiring, investigating. She just inadvertently booby trapped her right track by […]
Just two different and complicated ways of saying the same thing? More obfuscation created by consultants to assist Heads of Sales de-clutter what did not need to be cluttered in the first place? Well, not really. A rich understanding and appreciation of these business imperatives turns out to be one of those chicken and egg […]
Sales team optimisation and the challenge of visit productivity “At the start of the year we all (the whole sales team) agreed we could average 5 visits a day; 4.5 days per week. 50 minutes per visit on average; 25 minutes between visits. With a bit of flex to round out the day; half a […]
Spin Selling……………Solution selling………….Conceptual selling…………….New conceptual selling………Professional selling skills……….the list goes on and on. The Sales sections of bookstores are loaded with them. Since the mid 1980’s, professional selling started to garner enough respect to be studied and written about. The Huthwaite group were possibly the early pioneers, and they observed and captured data to analyse […]
Previous monthly discourses have touched on the critical importance of visit activity rate benchmarks as part of the solution to the problem of sales team productivity and RoI. This month’s topic will return, albeit from a different perspective. We have already seen that the true cost of a Sales Exec visit when viewed from a […]