servicing

Glenn Guilfoyle, Founder & Principal of The Next Level, writes... In the B2B environment where core products and services are becoming more and more commoditised, more often than not, customers make their supplier choices on the process outputs that are most tangible and visible to them. Therefore, as suppliers, we live and die daily by the output performance of these critical and inter-related processes, as perceived by customers...

Glenn Guilfoyle, Founder & Principal of The Next Level, writes... 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. So, which is right for your business?

Glenn Guilfoyle, Founder & Principal of The Next Level, writes... I stopped counting and running ratios a few years back now, but at last count around 80% of the B2B sales organisations I asked failed the value chain question. It becomes important as part of the annual Sales and Marketing strategy review to go back to basics and define and articulate the value chain in which an organisation operates. Too often this step is ignored...

Glenn Guilfoyle, Founder & Principal of The Next Level, writes... Servicing vs farming vs hunting vs specifying - how should a sales organisation make the best accountability allocation across its Sales and Service teams?