In this special report, we interview four key speakers from the strategy and innovation themes at the 2019 ThinkSales Sales Leadership Convention.
INTRODUCTION BY ANDREW HONEY, CEO, THINKSALES
LOW GROWTH INDUSTRY CHALLENGE
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. Profitability is a major challenge for many companies in more and more industries.
Companies face further disruptive forces when non-competitors enter their markets with product and service offerings targeting their customers.
STAGNANT ECONOMIES
In South Africa and several other countries around the globe there is an additional challenge of stagnant or negative growth. This business context reality demands companies perform exceptionally well to outperform the market.
REVENUE AND PROFIT OPTIONS
Faced with these challenges, executives have two options to improve revenue and margins:
1. Cost-cutting through operational efficiencies; a pathway with limited upside
2. The second, and often overlooked pathway is to design a differentiated Sales Organisation, positioned to grow revenues and margins by overcoming buyer forces, declining market industries and stagnant economies. This is a silver bullet available to every company in every industry.
A key success factor is to acknowledge that engineering a Sales Organisation to drive exponential growth is not a patchwork exercise. It is a set of integrated strategic, process, activity and training choices that differentiate a company through its Sales Organisation.
FOUR SPECIFIC SALES ORGANISATION CHALLENGES
In addition to buyer forces, industry challenges and weak economies, Sales Organisations face five specific challenges.
1 BUSINESS MODEL CHALLENGES
Denne historien er fra July - September 2019-utgaven av thinksales.
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Denne historien er fra July - September 2019-utgaven av thinksales.
Start din 7-dagers gratis prøveperiode på Magzter GOLD for å få tilgang til tusenvis av utvalgte premiumhistorier og 9000+ magasiner og aviser.
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Getting Over Your Fear Of Cold Calling Customers
A recent research study found that 48% of business-to-business salespeople are afraid of making cold calls.
10 Tips To Get Honest, Productive Feedback
Great leaders are great learners. Their never-ending pursuit of information pushes them to constantly improve and sets them apart from the rest. Getting and learning from feedback isn’t always easy, but it is necessary, if we want to become better.
The 5 Things All Great Salespeople Do
The best salespeople know they’re the best. They take pride in their art form. They separate themselves from the rest of the pack regardless of circumstance. So how do they do it? What’s their secret? Are you one of them?
Why Trade Shows Are Worthy Of Your Marketing Budget
Given unrealistic expectations against a modest budget, marketing leaders are routinely tasked with making trade-offs on what stays and goes in their annual budget. In a highly digitised world, trade shows might seem like the ancient way to do things, but they remain one of the best forums for exposure to customers. Increase your success rate with trade shows through more thoughtful planning that aligns sales and marketing to common goals and objectives.
Why CRM Projects Fail And How To Make Them More Successful
CRM is an important tool, but it is just a tool. When the laptops are shut down for the day, it’s your sales team that is responsible for bringing value to clients and driving revenue. Implement your CRM with that in mind and you’ll be pleased with your ROI.
Is Your Corporate Strategy Paying Off?
Key questions to determine if your strategy is working.
3 Ways to Improve Your Ability to Diagnose
Selling requires a strong ability to diagnose the client’s problems and challenges.
How To Create Compelling Content
How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?
Build Up Your Resilience By Asking Yourself Two Simple Questions
You may surprise yourself and find good in the bad.
How Marketing Can Increase Customer Lifetime Value
Marketing can play a pivotal role in boosting customer profitability.