CATEGORIES

Getting Over Your Fear Of Cold Calling Customers

A recent research study found that 48% of business-to-business salespeople are afraid of making cold calls.

10 Tips To Get Honest, Productive Feedback

Great leaders are great learners. Their never-ending pursuit of information pushes them to constantly improve and sets them apart from the rest. Getting and learning from feedback isn’t always easy, but it is necessary, if we want to become better.

The 5 Things All Great Salespeople Do

The best salespeople know they’re the best. They take pride in their art form. They separate themselves from the rest of the pack regardless of circumstance. So how do they do it? What’s their secret? Are you one of them?

Why Trade Shows Are Worthy Of Your Marketing Budget

Given unrealistic expectations against a modest budget, marketing leaders are routinely tasked with making trade-offs on what stays and goes in their annual budget. In a highly digitised world, trade shows might seem like the ancient way to do things, but they remain one of the best forums for exposure to customers. Increase your success rate with trade shows through more thoughtful planning that aligns sales and marketing to common goals and objectives.

Why CRM Projects Fail And How To Make Them More Successful

CRM is an important tool, but it is just a tool. When the laptops are shut down for the day, it’s your sales team that is responsible for bringing value to clients and driving revenue. Implement your CRM with that in mind and you’ll be pleased with your ROI.

Avoid Making Enemies: But Do Make Decisions!

Strong leaders listen to all the arguments, probe for understanding, avoid telling people they are wrong, and then step back and decide.

4 Ways To Improve Your Content Marketing

While most buyers today will evaluate your products and services on their merits – delivering memorable and emotional experiences at business events can distinguish you from your competitors.

Pathway To Profitability

Years of working with leading companies and hundreds of hours spent researching and developing the 5-Pillar Strategic Sales Organisation Framework and AssessmentTM has led me to understand, at a deep level of certainty, that many companies are not realising the revenue, margins and profits their organisations are capable of achieving. There is a strategic option to address this challenge; a silver bullet for all companies.

Do I Really Need Another Sales Rep?

So you need quick growth. You knew this day was coming, but you kept putting it off in the hope that it would solve itself. Is your quickest route to revenue really bringing on another rep? Not necessarily. Examine your current reps and inefficiencies first.

What Subscription Business Models Mean For Sales Teams

Manage the challenges of a subscription sales business by splitting sales roles.

The Sales Leader Dilemma Doing More With Less

How one simple lean tool can help you increase efficiency in your sales process.

Understanding Your Customer's Story With Listening Paths

The only way to provide a good experience is to listen to what your customer is saying. If done right, listening paths can help you gain insight into the mind of your customer. They can also help you identify what you’re doing well, and what you need to do to stay ahead of the competition.

Build Up Your Resilience By Asking Yourself Two Simple Questions

You may surprise yourself and find good in the bad.

How Marketing Can Increase Customer Lifetime Value

Marketing can play a pivotal role in boosting customer profitability.

Empowerment Requires Forceful Leadership

Striking the right balance is essential.

You Don't Sell Over Email

Conversations establish what customers want.

A Workforce That Keeps The Wheels Turning

Eighteen years since its inception, We Buy Cars has aced the formula to successful sales – a passionate and diverse sales force, says CEO Faan van der Walt. He unpacks the power of having the right staffrunning his rapidly expanding company.

Reduce The Costs Of Sales Person Turnover

Build strategies to focus on minimising sales losses during the three critical phases of a sales person’s departure.

Make Sales Training More Effective By Making It Harder

These four changes in internal training methods resulted in a 70% sales increase in two months.

Pinpoint Your Market's Sweet Spot

A valuable question for any CEO: Should you cover the entire market or double down on your sweet spot?

The Revenue Marketer's Guide To B2B Field Events

While most buyers today will evaluate your products and services on their merits – delivering memorable and emotional experiences at business events can distinguish you from your competitors.

The Revenue Growth Advantage

Companies in every industry across the globe face a key positioning challenge; their business model does not position them as the best low-cost or best proposition option. All is not lost. Every company has a silver bullet at their disposal to give them a competitive advantage.

Using Your Sales Force to Jump-Start Growth

There’s a reason it’s called a sales force. Here are four innovative ways companies can use their sales reps to drive growth.

Motivate Your Sales Force Through Intelligent Workplace Design

Businesses that adapt workplace design to meet the needs of internal and external sales staff create the right environment for them to become more productive and satisfied. 

What Sets Successful CEOs Apart?

The chief executive role is a tough one to fill. From 2000 to 2013, about a quarter of the CEO departures in the Fortune 500 were involuntary, according to The Conference Board. Clearly, many leaders and boards are getting something wrong. The question is, what?

Roadblock To Revenue Growth

Overcoming the Execution Dilemma is central to building a highperformance sales organisation that consistently achieves or surpasses revenue growth targets. Here’s how.

How Digital Natives Are Changing B2B Purchasing

Research suggests that millennials are the sole decision-maker for their department in one out of three instances and about half of all B2B product researchers are digital natives. Are you catering to their needs?

Close More Sales Using More Assumptive Question

Learn the best ways to increase, improve and boost your sales process performance with more effective tips, techniques, strategies and ideas, including top closing lines and assumptive questions.

Is Your Corporate Strategy Paying Off?

Key questions to determine if your strategy is working.

3 Ways to Improve Your Ability to Diagnose

Selling requires a strong ability to diagnose the client’s problems and challenges.