One of the critical questions that every expansion-phase B2B focused company needs to consider is “what’s the most appropriate Sales and Business Development organisation structure for our product or service offering”?
There is no single perfect answer to this - but the choices you make have a huge impact on your ability to create and close the maximum number of qualified opportunities, as quickly as possible.
As well as taking into account the packaging and price points of your product or service, it is important to pay close attention to the expectations and needs of your buyers.
You obviously need to identify the problems that your solution solves, focus on the types of organisations are most likely to suffer from these issues and distinguish which roles are most likely to lead the search for a solution. But there's more...Read More