Last post I proposed a kind of activities documentation exercise that you could facilitate the members of the sales team through to improve the overall viability of your B2B sales process.  I suggested to get them to push those service activities that are due to problem fixing to the reactive end of the overlay spectrum.  […]

Last post I proposed that the more we can create the environment for highly programmable sales visits, whatever our B2B sales environment, the better for your B2B sales process performance.  My hypothesis is… High degree of visit programmability Lends itself to hybrid role <as opposed to separate farmers vs hunters> Hybrid role lends itself to […]

Last week, I proposed that better decision making frameworks exist for this critical B2B sales process decision than the old traditional approaches, like… Personality type, that mystical, “untrainable X factor” that separates hunters  from farmers The case for focus of effort, attention, manageable bandwidth The perception of seniority and career / succession planning I propose […]

It really is one for the ages, isn’t it?  This old chestnut that has been around along as the notion of “sales” itself.  But, even today, we still too often use arbitrary, subjective, and / or pragmatic criteria to make the judgement call.  In my <not so> humble opinion, too many Australian B2B sales organisations […]

Give before you get. Make a deposit before a withdrawal. Qualifying first, merely gives you the ticket to turn up to play the main draw. All these maxims apply (with interest!) for the sales system redesign attempting to cross from an existing market into a new one. The mindset to take into such a pursuit […]

So you have scientifically classified your customer base and prospect pool, using not only sales or margin contribution from each customer over past 12 months (so-called Current Value) but you have also used data, estimates or proxies for each customer’s total sales or margin equivalent for all products/services within the categories in which you compete […]

So you have scientifically classified your customer base and prospect pool, using not only sales or margin contribution from each customer over past 12 months (so-called Current Value) but you have also used data, estimates or proxies for each customer’s total sales or margin equivalent for all products/services within the categories in which you compete […]

Imagine telling your sales team to make all their usual customer and prospect visits this year…but , with a massive twist.  Ask the Sales execs how they would command acceptance from customers to offer their time for these regular visits, if your Sales execs were not allowed to discuss your company’s products / services.  You […]

In last week’s post I proposed that the emerging role of the mature industry B2B sales exec will increasingly feature consulting, collaborating and delegated  functions that even today many customers would not have dreamed possible.  Equally, the focus of effort during sales exec visits will decreasingly feature all the conditioned sales-and-services activities customers have come […]

In my most recent post I lamented the lack of hard data to substantiate any link between the number or frequency of sales visits to begin influencing buyer behaviour.  I have lost track of the number of times I have been told by Heads of Sales, words to the effect of…“that’s ok for you Glenn […]