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. I find myself in workshops with heads of Sales, Marketing, Customer Service, Finance,  and Operations seeking clarity from the group in terms of identification of their customers by value chain segment with justification as to their nominations. Around 80% of the time the group response falls somewhere between succinct nuances on identities and / or parameters, through to READ MORE ›

Glenn Guilfoyle, Founder & Principal of The Next Level, writes... Many B2B sales organisations unwittingly set up their Sales Execs for mediocre performance by expecting them, via their charter of role breadth, to cover too much.  So how does the organisation set the right breadth of accountabilities for the Sales and Service roles? Well, like many such considerations - it depends.  There is no one universal answer; not even an industry, sector or channel-specific solution.  An unclear set of accountabilities manifests in many organisations as poor customer service, lost sales opportunities and from a customer perspective, a READ MORE ›