Chairman of RevenuePartners, Andrew Honey, unpacks how to achieve this with fast-cycle planning that identifies new buyer factors, growth levers and go-to-market channels while simultaneously ensuring operational efficiency. Amancio Ortega…
SA’s strongest salesforces focus on value, not discounting
In markets that are increasingly competitive, many organisations find themselves at the whims of customers who are making supplier-switching decisions based primarily on price. The results can be devastating to…
3 Sales strategies SMEs can borrow from SA’s strongest performers
Small and mid-sized businesses are the lifeblood of South Africa’s economy. They’re significant employers and government is looking to them as key drivers of economic growth in the years to…
The 7 strategies of SA’s strongest B2B sales performers for 2021
How are South Africa’s top performing businesses meeting their revenue targets during one of the toughest operating environments of the past decade? ThinkSales Global, a management consultancy that blends strategy…
The Value of Strong Value Propositions in B2B Sales Today
“No business buys a solution for a problem they don’t have. When a prospect comes to the table and says: ‘We have a problem’, then you’re both on the same side of…
The Sales Pitch is Dead: How to Communicate with Customers Amid Covid-19
If thinking back to the hip, shiny and whimsical trends we were all so invested in a few weeks ago seems like a century ago, you’re not alone. Yesterday’s craft…
Why Focusing On Cost Of The Problem But Ignoring ROI Can Kill Late-Stage Deals
Question: Does your Sales Organisation use formally documented processes to quantify customer ROI (return on investment) for larger deals – and are your sales executives able to consistently quantify customer…
How To Prove What The Absence Of Your Solution Is Costing Your Customers
Question: Has your Sales Organisation formally documented a process to quantify the cost of a customer’s problem in the absence of your solution – and are your sales executives able…
How To Increase Win Rates By Up To 15% And Achieve Higher Price Outcomes By Up To 25%
Question: Has your Sales Organisation clearly documented the Organisation’s value propositions – and do you believe that your sales executives are able to effectively communicate the Organisation’s value propositions to…