hunting

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... Servicing vs farming vs hunting vs specifying - how should a sales organisation make the best accountability allocation across its Sales and Service teams?