ThinkSales

1 min read

We don’t like people who are inauthentic. We don’t like phonies, frauds, or fakes. We like people who are real, honest, and congruent. We also don’t like to do business with people who are only telling us what we want to hear so they can make a sale.

strategy and business

2 min read

It’s estimated that somewhere around 65% of all small businesses in the U.S. close within their first ten years of operation. Of course, there are thousands of companies across the county that remain stable and profitable well beyond the ten-year mar

Home & Decor

5 min read

“WHY ARE YOU SELLING YOUR FLAT?” The first thing Low Po Yu, senior marketing director at ERA Realty Network, tries to find out is the owners’ motivation to sell. “I have been buying resale flats at record lows and selling them at record highs in po

ThinkSales

2 min read

An obvious fact and one that is well-known to every executive tasked with growing revenue in their organisations is that it’s not getting any easier. And that is before we even begin to feel the potential impacts of Brexit, a Trump administration and

ThinkSales

1 min read

The Solution comprised two key components: • The first component entailed Sales Manager training for PNet’s Corporate Sales Manager • Component two included an integrated 9-month Revenue Enhancement Programme Over a series of meetings with senior

Inc.

4 min read

Taylor Studios Betty Brennan lives in a world of her own making. In Rantoul, Illinois, Brennan and her 36-person team create 3-D experiences for museums: a 7,000-pound woolly mammoth for a nature center in Wisconsin, a 60-foot tree that sings for the

ThinkSales

4 min read

In sales, where charisma and extroversion can be advantages, some people attribute success more to inborn personality traits than to skills that can be coached or taught. Yet the fact that companies in the US alone spend more than $20 billion annuall

ThinkSales

3 min read

Buyers don’t tolerate generic or scripted communications from sales reps any longer. Think of the emails and voicemails you personally received over the past week and the number of poorly trained reps causing you pain. Unfortunately we’ve reached a t

ThinkSales

1 min read

Are you experiencing a reduction of profit margins? Battling to differentiate your offering? Struggling to win new business? • Prospects who don’t understand your differentiation increasingly commoditise your offering • Not creating greater value exp

Home Business Magazine

3 min read

In the decade I’ve spent being the top sales performer in multiple companies and then starting my own, I’ve found there are lots of ways to sell. Interestingly, you could take a whole company of salespeople and give them all the same training, techni

Farmer's Weekly

1 min read

There are many pillars that support good customer relations (and hence business success); amongst these are recognition, acknowledgement and praise. The fresh-produce sector provides many opportunities to practise these. Indeed, they are essential it

ThinkSales

1 min read

Our Revenue Growth Priority Matrix diagnostic tool, based on the 5-Pillar Strategic Sales Organisation Framework is completed by the client with a ThinkSales Consultant. This diagnostic tool allows the customer to identify strengths and weaknesses ac

ThinkSales

3 min read

You need to be efficient in order for your reps to be productive. Get your house in order — optimise your enablement and sales processes before bringing on new talent. need quick growth. My current I reps are good, but coverage is unsaturated. Should

ThinkSales

1 min read

IN ORDER TO HELP your clients to achieve the success they desire, and for you to achieve the success you desire, you need to be more than a sales person. You need to be an advisor. What questions should your ideal client be asking themselves about wh

ThinkSales

1 min read

The rate of change is placing an ever increasing burden on executives, amplified by a disruptive world with new competitors emerging out of nowhere. In this turbulent business environment sales organisations need to consider all revenue growth fundam

Residential Tech Today

4 min read

As residential and commercial technology worlds continue to converge, it’s becoming more common to see traditional residential integrators tackling projects for businesses (including my own company, Livewire). Since most of our clients are C-level ex

Farmer's Weekly

1 min read

Recognition of a job well done is immensely important in human relations as well as in the workplace. I don’t mean insincere or artificial recognition, but the real thing: recognition that comes from the heart and is genuine. This ‘golden rule’ appli

NZBusiness and Management

2 min read

Now, more than ever, New Zealand’s businesses need sales. However, there is a real problem that has been intensified due to the current economic pressure businesses are facing. That problem is business owners and managers feel a need to ‘crack the wh

NZ Property Investor

1 min read

Not only does the Yelsa app match prospective buyers with sellers based on their search criteria, but it gives buyers early access to properties before they go on the market. It also puts sellers in direct contact with prospective buyers and allows s

NZBusiness and Management

1 min read

Jim Huse has a background in sales, psychology and business improvement and his popular 2010 book Revolutionise the way you work now has a companion title: Revolutionise the way you sell and influence people. “Selling and influencing is part of our e

ThinkSales

3 min read

Capturing competitive intelligence is difficult. Some companies capture loss information using a drop-down menu embedded within the opportunity record. Others purchase enablement software in the hope that an algorithm will pinpoint the problem. Howev

Numismatic News

2 min read

I appreciate the “Coin Show Etiquette” part one (as a buyer) and part two (as a seller) articles. The articles included good tips for the collector both as a buyer and as a seller. I think a third article is needed. “Coin Show Etiquette’” part three

ThinkSales

2 min read

What do you attribute success in your sales organisation to? Sales is all about aligning the right people with the right product. We focus on understanding our client’s business and where their shortfalls are so that we can fill those gaps through o

ThinkSales

3 min read

Divisional Executive: Sales & Service Effectiveness – Integrated Channels Nedbank 3 164 staff (countrywide and across all channels) Rhode holds a BCom Honours; an MBA; completed a GIBS Global Executive Program and an Executive Leadership Programme at

ThinkSales

1 min read

Successfully executing an organic growth strategy requires a deep and lasting commitment from the entire senior leadership team, because bringing new-to-the-world products to market transforms selling organisations as much as it transforms buying org

ThinkSales

1 min read

Is it time to adapt your sales engagement process to align with today’s evolving buyers & buying processes? • Many sales engagement processes are informal and inconsistently executed • This makes it extremely difficult for sales managers to obtain co

ThinkSales

1 min read

I believe we have crossed a line in South Africa into territory of uncertainty and unprecedented change where nobody can predict the future with any level of confidence. Even in the face of these challenges and low economic growth predicted to be bet

The Global Filipino Magazine

2 min read

There are many reasons why Michelle David Menor opted to work abroad--to seek better career opportunities and start a new job that will push her out of her comfort zone. Menor, 37, revealed that before she became the director of the sales and marketi

Home Business Magazine

2 min read

While today’s sales process can appear streamlined and online, it creates complexities and confusion for consumers who have vastly more options in a global marketplace. The Internet has blurred traditional sales territories because consumers can now

Residential Tech Today

5 min read

Christopher Sterle began his AV career in 1995 working for a local “big-box” retailer in his hometown of Mentor, OH, but one could make a strong case that he came of age as a custom integrator when he relocated to Las Vegas, three years later, to bec