The Revenue Journal - April - June 2018

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Time to terminate: Robotic outbound sales calls - Here’s what to do about it
Strategy: More frequent sales quotas help volume but hurt profits
Talent: How to make sales training more effective by making it harder
The 10 elements of B2B value: 5 Steps to improve your value proposition

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.

3 mins

More Frequent Sales Quotas Help Volume But Hurt Profits

When designing a compensation plan involving quotas, sales leaders must pay special attention to the outcomes they want.

3 mins

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.

4 mins

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?

2 mins

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.

3 mins

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.

4 mins

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.