The Revenue Journal - August - October 2016
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August - October 2016 issue Digital Access. - Magazine Details
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Magazine Description
In this issue
Smarter Approaches to Hiring in Sales: Yesterday’s sales strengths have become today’s minimum skill requirements
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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.
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.
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.
What Subscription Business Models Mean For Sales Teams
Manage the challenges of a subscription sales business by splitting sales roles.
The Sales Leader Dilemma Doing More With Less
How one simple lean tool can help you increase efficiency in your sales process.
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?
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.
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.
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 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.