In this issue

We assist customers establish a competitive advantage to outperform their markets with our unique 5-Pillar Revenue Growth Methodology delivered through mutual execution accountability.

The publication comprises five sections, each aligned with the 5-Pillars of a high-performing Company and Sales Organisation.
At the end of each section there is a planning and execution scorecard, mirroring each of the themes covered in the section that enables you to score your current Revenue Growth Readiness.
These scorecards will illuminate where to focus budget and resources to design and execute a revenue growth strategy.

The Secret About Stress That Will Help You Live Into Your 90s

Studies reveal that how we think about stress marks the difference between a silent killer that could lead to a heart-attack at 50, or a health and happiness-boosting super-tool that could see you live well into your 90s.

2 mins

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.

5 mins

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.

4 mins

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.

4 mins

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.

5 mins

Is It Time To Hire A Sales Execution Auditor?

Most sales organisations have key metrics and processes in place, but the most successful organisations take it a step further. They track their data daily through internal audits, giving their sales managers a great strategic focus.

4 mins

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?

4 mins

Understanding Your Customer's Story With Listening Paths

The only way to provide a good experience is to listen to what your customer is saying. If done right, listening paths can help you gain insight into the mind of your customer. They can also help you identify what you’re doing well, and what you need to do to stay ahead of the competition.

3 mins

The Profit Multiplier Strategy + Innovation

In this special report, we interview four key speakers from the strategy and innovation themes at the 2019 ThinkSales Sales Leadership Convention.

10+ mins

Teams Perform Best When Everyone's A Little Bit Uncomfortable

The research is in: Our brains are hardwired to work better when we’re teamed with people who challenge us.

2 mins

4 Ways To Improve Your Content Marketing

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.

5 mins

Close More Sales Using More Assumptive Question

Learn the best ways to increase, improve and boost your sales process performance with more effective tips, techniques, strategies and ideas, including top closing lines and assumptive questions.

3 mins

What Subscription Business Models Mean For Sales Teams

Manage the challenges of a subscription sales business by splitting sales roles.

4 mins

Why New Leaders Should Be Wary Of Quick Wins

Resist the pressure to hit the ground running when you take up a new position. You'll go further if you take time to understand the culture and build relationships.

6 mins

The Sales Leader Dilemma Doing More With Less

How one simple lean tool can help you increase efficiency in your sales process.

2 mins

Choosing SMS And Choosing The Right Provider

In a world where brands target customers on the move, SMS remains an essential part of marketing and communications strategies.

2 mins

Pathway To Profitability

Years of working with leading companies and hundreds of hours spent researching and developing the 5-Pillar Strategic Sales Organisation Framework and AssessmentTM has led me to understand, at a deep level of certainty, that many companies are not realising the revenue, margins and profits their organisations are capable of achieving. There is a strategic option to address this challenge; a silver bullet for all companies.

4 mins

Do I Really Need Another Sales Rep?

So you need quick growth. You knew this day was coming, but you kept putting it off in the hope that it would solve itself. Is your quickest route to revenue really bringing on another rep? Not necessarily. Examine your current reps and inefficiencies first.

3 mins

Avoid Making Enemies: But Do Make Decisions!

Strong leaders listen to all the arguments, probe for understanding, avoid telling people they are wrong, and then step back and decide.

2 mins

How to Convert More High Quality Candidates

Spend your time and resources on the right people.

4 mins

Pay Attention to These 5 Aspects of Company Culture When You Start a New Job

Take time to understand the culture so that you succeed within its bounds rather than derail your future prospects.

6 mins

Roadblock To Revenue Growth

Overcoming the Execution Dilemma is central to building a highperformance sales organisation that consistently achieves or surpasses revenue growth targets. Here’s how.

2 mins

The 5 Best Practices for Improving Partner Marketing

Understand the differences in dealing with partners vs direct go-to-market.

3 mins

How Digital Natives Are Changing B2B Purchasing

Research suggests that millennials are the sole decision-maker for their department in one out of three instances and about half of all B2B product researchers are digital natives. Are you catering to their needs?

4 mins

What Sets Successful CEOs Apart?

The chief executive role is a tough one to fill. From 2000 to 2013, about a quarter of the CEO departures in the Fortune 500 were involuntary, according to The Conference Board. Clearly, many leaders and boards are getting something wrong. The question is, what?

6 mins

Why People Lose Motivation — and What Managers Can Do to Help

It doesn’t take charm or motivational speeches – but it does require a concerted effort to infuse self-expression, experimentation and purpose into your team's environment.

6 mins

Don't Focus On Strategy At The Expense Of Culture

10 ways to make culture a primary focus and drive culture and strategy closer together. 

3 mins

Build Marketing Operations Muscle

How Chief Marketing Officers get out from underneath this avalanche of data and stay on top of it.

2 mins

Read all stories from The Revenue Journal

The Revenue Journal Magazine Description:

ThinkSales Magazine is the Handbook for Revenue Growth Engineering