ThinkSales2 min gelesenSelf-Improvement
The Secret About Stress That Will Help You Live Into Your 90s
We’ve spent decades believing that stress is the enemy. It negatively impacts our health and impedes our ability to work effectively. In short, stress is bad. It’s a killer and we need to ‘manage’ it, or even avoid it at all costs. But Kelly McGoniga
ThinkSales3 min gelesen
SMS Messaging in a Digital World
Fast forward some twenty years from the first SMS, and SMS messaging has developed into a billion-dollar industry with ever-evolving uses. Yes, the way we use SMS has changed in that we don’t really use it for person-to-person (P2P) communication any
ThinkSales3 min gelesen
Understanding Your Customer’s Story with Listening Paths
When I was younger, I would often play ‘The Telephone Game’ with my friends. You whisper a phrase to one person, who whispers it to another, and so on until the last person in the line repeats the message out loud for all to hear. Inevitably, the phr
ThinkSales2 min gelesen
Blending Execution with Strategy
It’s no coincidence that growth executives in the top 22% of companies make their number consistently and predictably. They accomplish this by working on strategy and execution in unison. CEOs who overweight strategy to the expense of execution and f
ThinkSales4 min gelesen
Why Trade Shows Are Worthy of Your Marketing Budget
Each new year seems to usher in more unrealistic expectations on sales and marketing leadership, accompanied by level or shrinking budgets. The question remains for companies of all sizes, are trade shows worth any of my time or budget? The answer i
ThinkSales4 min gelesen
Why CRM Projects Fail and How to Make Them More Successful
In 2017, CIO magazine reported that around one-third of all customer relationship management (CRM) projects fail. That was actually an average of a dozen analyst reports. The numbers ranged from 18% to 69%. Those failures can mean a lot of things — o
ThinkSales2 min gelesen
Growing A Successful Business In South Africa’s Premier Online Marketplace
GONE ARE THE DAYS where being online means just having a website. In the last ten years the digital space has rapidly evolved, securing and growing its role in the business world. It couldn’t be a more important time than now, to stay informed, adapt
ThinkSales4 min gelesen
Is It Time To Hire A Sales Execution Auditor?
Like so many essential business practices that can radically improve an organisation’s overall performance, ‘auditing’ is far from sexy. Unlike ‘innovation’, ‘disruption’, ‘deep dive’ and other buzzwords that business executives love to slip into str
ThinkSales2 min gelesen
Expert Contributors
ANDREW HONEY, CEO of ThinkSales Corporation, is a sales strategy and execution expert who has consulted to a number of South Africa’s leading CEOs and Sales Directors, assisting them with sales turnarounds that deliver results to surpass targets desp
ThinkSales4 min gelesenLeadership & Mentoring
The 5 Things All Great Salespeople Do
I’ve spent 16 years in technology sales, with most of that spent in sales leadership at Salesforce and other technology companies. I’ve had the luxury of observing great sales professionals in tech and beyond and have observed that the top performers
ThinkSales3 min gelesen
The Business Tornado Era
Disruptive forces are simultaneously converging on every company across all industries, B2C and B2B, creating the perfect storm for your company. What are these forces and are you and your organisation equipped for this tornado? Fact 1: Due to the I
ThinkSales2 min gelesenPsychology
Teams Perform Best When Everyone’s A Little Bit Uncomfortable
Diverse teams have higher rates of innovation, error detection and creative problem solving. Research by the NeuroLeadership Institute has proven that when we are forced to work in groups that are drawn from different disciplines and perspectives, ar
ThinkSales2 min gelesen
The Profit Multiplier Strategy + Innovation
The Business Tornado, driven by the four buyer forces unpacked on page 4, is further impacted by a business landscape littered with low-growth or no-growth markets that are impacting the ability of companies to deliver sustainable profits. Profitabil
ThinkSales2 min gelesen
How Empact Group Enables Progress
Empact Group has approximately 26 000 employees nationally across the business serving clients across cleaning, hygiene and catering solutions — 52 of which are sales personnel. “We have defined our culture and values so clearly that it helps outline
ThinkSales2 min gelesen
How Innovation Drives Preferable Futures
1 How does an organisation position itself for driving innovation? Innovation is baked into the cake, not sprinkled on top. You can’t delegate innovation to an individual, a department or an outside consultant. 2 Are there innovation tools and plann
ThinkSales4 min gelesen
Getting Over Your Fear of Cold Calling Customers
Sadly, salespeople who are afraid of making cold calls have trouble hitting their quotas, are more stressed, and are likely making less money than their counterparts who don’t share this phobia. I don’t know who said it first — Henry Ford, Zig Ziglar
ThinkSales5 min gelesenLeadership & Mentoring
How A Differentiated Sales Organisation Strategy Drives Revenue Growth And Margin Improvement
How do you define strategy? It’s a process that requires an executive or group of executives to make a set of choices about what the company, division, functional unit or product will do and will not do. Second, it includes key components such as a
ThinkSales4 min gelesen
How B2B Companies Can Win Back Customers They’ve Lost
Reacquisition is especially important for B2B companies. Because of current trends, increase in the number and size of mergers, the variety of choice in global markets, and uncertainty about trade wars, customers are constantly re-evaluating their re
ThinkSales2 min gelesen
How Strategic Planning And Execution Drive Outcomes
1 How do you prepare your executive team for strategy planning? The real challenge is to properly formulate what the challenge is that needs to be solved: making sure everyone agrees what this challenge is and that they have all the relevant informat
ThinkSales2 min gelesen
WELCOME TO CEFALÙ Where All-Inclusivity Meets Sicilian Living
Nestled atop rugged cliffs overlooking the bay of the charming town of Cefalù, this luxury spot offers a taste of authentic Sicily. Wake up to lush gardens in your private Villetta and start the day with a rejuvenating fitness paddle class on Medite
ThinkSales2 min gelesen
The Innovation Revolution
1 How does an organisation position itself for driving innovation? Innovation is not enough. Organisations need to reconstruct the way they look at innovation and develop ‘today’, ‘tomorrow’ and ‘the day after’ teams. The today team, with a one-to-tw
ThinkSales3 min gelesen
Shifting Paradigms
When one thinks of a conference, seminar or business trip, it’s quite natural to immediately be drawn in to the same images: Standard set-ups, repetitive restaurant experiences and confined spaces. The Birchwood Hotel & OR Tambo Conference Centre is
ThinkSales5 min gelesen
How Leaders Can Get Honest, Productive Feedback
As an executive coach, I work with many successful leaders who want to become even more effective. Recently, I asked a client of mine what kind of feedback she was receiving to help her be a better leader. She said, “My last performance review was re
ThinkSales3 min gelesenSelf-Improvement
Why Your Culture Drives Revenue Growth
When John Mattone took to the stage at the annual ThinkSales Sales Leadership Convention, he began his keynote by recounting the growth he’d witnessed in Steve Jobs during his years as Jobs’ executive coach. “Steve shared an incredible insight with m
ThinkSales2 min gelesen
Expert Contributors
ANDRIS ZOLTNERS is a professor emeritus at Northwestern University’s Kellogg School of Management. He is also a co-founder of ZS Associates, a global business consulting firm headquartered in Evanston, and a co-author of The Power of Sales Analytics.
ThinkSales2 min gelesenFood & Wine
The Inspired Conference Experience at Cape Town’s Most Beautiful Hotel
THE AWARD-WINNING President Hotel combines contemporary sophistication and comfort with spaciousness. The hotel’s 349 rooms offer world-class guest services and luxury facilities, including an infinity pool, fitness centre, salon, spa, and a variety
ThinkSales4 min gelesen
Pathway to Profitability
Executives face time pressures as a result of the exponential rate of change and technological advancements. Companies face the dual challenge of commoditisation driven by globalisation and the disruptive forces of nontraditional competitors entering
ThinkSales3 min gelesenLeadership & Mentoring
Delivering Value
What do you attribute success in your sales organisation to? We nurture and encourage a dedicated team that isn’t afraid to go after aspirational goals. In setting our objectives, we consider all opportunities with an ‘out the box’ mindset, so that
ThinkSales6 min gelesenPsychology
Why New Leaders Should Be Wary of Quick Wins
As soon as you step into a top position at a company that needs to significantly improve the way it operates, there’s pressure to get off to a quick start. Yet the best way to succeed, paradoxically, is to slow things down. Forces pushing in the othe
ThinkSales2 min gelesen
The Sales Leader Dilemma - Doing More With Less
Each year, many sales leaders face the reality of an increasing target and static headcount. Some are blessed with new products or additional marketing to support the cause. Others are left with the challenge of doing more with less. Sales is often o
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