ThinkSales

ANDRIS ZOLTNERS is a professor emeritus at Northwestern University’s Kellogg School of Management in Evanston, Illinois. He is also a co-founder of ZS Associates, a global business consulting firm headquartered in Evanston, and a co-author of The Pow

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

1. LACK OF CONTENT Your social selling program isn’t going to work without content. You may want to make noise on the social channels, and you may want attention. You can’t have attention without content. Salespeople without content are unarmed. 2.

COMPANIES MAKE the mistake of cutting back when the economy weakens and they find it harder to achieve their budgets. However If they think ‘investment’ and not ‘cost’ they will be surprised at the return they can get for their investment from proper

ENABLEMENT IS BROADER than the usual sales training programme and at Mimecast we focus on six critical areas: 1 Adoption. In our experience, execution of the sales methodology in any business is the number one challenge for most sales people across t

Are you battling to consistently identify, hire & retain A-grade sales talent? • The cost of a bad hire is staggering. We identified with one client that placement of a poor sales executive cost them over R1,5 million in hard costs and lost revenue •

Are your sales execs putting in the effort but not seeing the results? Are they struggling to close deals and meet targets? • Inconsistency in sales results and average or below-average sales performance • Sales activities not translating into higher

Sales managers are central to the performance of their teams. Improvements in a manager’s abilities yields results across team & revenue lines • Sales management is no less important than other business disciplines in finance, operations or marketing

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 exposes you