HOW IT WORKS

It has taken a large capital expenditure and a lot of time – ours and our advisors – to create this unique service for you.

When you pay for the service (in over 100 currencies) you will receive an access code. Up to five individuals can then complete the Questionnaire (taking around 20 minutes maximum each). You will be required to explain your job role and provide some company information.  (We suggest a minimum of three to five individuals take the questionnaire. You can carry out the exercise with just one or two respondents – but the more who are involved, the higher the level of accuracy.) See below…

Once you are in the Questionnaire itself, you will notice that we have worked to overcome the bane of our lives, when we all fill in these things! When you are completing a form like this, how often do you say to yourself “Well, I am more than a 2, but I don’t think I am a 3 yet”. We have created a slider which enables you to find those mid/.25/.75 measures to help you to give a much more accurate, nuanced response.

WHO ITS FOR

Your job title and working area give you a weighting (the further from the coal face, for example, the less weight you carry). We very much prefer organisations to have answers coming from –

a) Sales and marketing professionals (one of each)
b) Sales and marketing managers (one of each)
c) Someone from the Board level – CFO, CRO CEO etc
d) Any combination of the above that works well for your organization

It’s best to have a broad mix of seniority, knowledge and perception around sales and marketing operations. You can have as few as one respondent, but the more the better for the accuracy of YOUR report.

What is the source(s) for the questions and report structure?

While it’s good to receive the report content, it’s even better to know the sources for the questions, structure, and analysis.

In the interests of transparency here are just some of the sources –

  1. I have 48 years’ experience in sales, sales leadership (Sales Manager, Sales Director, CRO, VP), marketing, marketing leadership (CMO, Marketing Director, Marketing Consultant), country and divisional leadership (MD, CEO, UK MD, corporate VP, international director).
  2. I have written three books on sales, sales leadership, and business leadership. They have won three world-wide awards.  Look me up on Amazon or go to b2bsellingguidebook.com
  3. I am a long-standing Fellow of the Chartered Institute of Marketing (FCIM). I am a Founding Fellow of the Institute of Sales Professionals (FF.ISP).  A past full member of the Institute of Directors (MIOD).  I hold an MBA from the Edinburgh Napier Postgraduate Business School.
  4. I have worked, watched, and learned in over 25 countries.
  5. My research (on top of the research for my books) for this project includes publicly available content from the CIM, the ISP, McKinsey and Company, other major consultancies, dantyre.com, The Sales Experts, Thomson Data, Functionly, Hubspot, Brafton.com, Seismic, Entrepreneur Daily and many other commentators, consultants, and thought leaders. We absolutely acknowledge their contribution either in their own thoughts or in helping to confirm mine.
  6. My wonderful advisors – all twenty of them. Each is a thought leader in their own space, vertical or geography.  Click here for summary details on every one of them. They are from eight countries, across three continents.  They do, teach, lead, deliver, support and advise.  BUT, most importantly, they are all ‘out there’ experiencing many organizations and their real-world challenges.  I am so grateful to them all for their input, advice, corrections (!!) and support.
  7. Norman Manley. Norman is my partner in this venture.  Originally from England, and a mathematician, he has lived in The Netherlands for over 48 years.  He has led big business, helped many others, and taught in some of the best local universities.  He has created the back-end systems, the analytics, and contributed enormously to the look and feel of the whole endeavour.

 

So, we have a large body of experience on top of my own considerable experience and learning.  We have academics, information from professional bodies, consultants and executives working inside organizations.  Together we have crafted this process and created the content for the Questionnaire/report…