THE REVENUE SUSTAINABILITY & GROWTH APPROACH

Our customers outperform their markets.

Here's how.

As a Management Consultancy we provide our customers with a comprehensive, proven methodology for revenue growth and margin protection through a unique Revenue Sustainability and Growth Approach achieved across Company-Level Revenue Enablers and Sales Organisation-Level Revenue Drivers.

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State of B2B Sales Survey 2020

Participate in South Africa’s largest B2B sales survey

Complete the 20-minute survey and receive key outcomes of the research. In addition, all respondents receive a proprietary Project Prioritisation Framework Tool for immediate download and a complimentary digital edition of the upcoming 2021 Annual ThinkSales Magazine.

THE CHALLENGES WE SOLVE

We design interventions to address challenges at the company and sales organisation levels

COMPANY-LEVEL REVENUE ENABLER

Refine Your Competitive Profile

Is your Competitive Profile giving you a strategic advantage over competitors on key buyer needs?

We redefine your Company’s competitive profile based on the Top 6 criteria buyers consider when selecting amongst a set of buying options.

We then identify unaddressed buyer needs your company could profitably create and which your customers would find valuable for you to leverage your blue-sky advantage.

The result is a new value curve for a viable strategic advantage over competitors.

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Value-Proposition-ThinkSales

COMPANY-LEVEL REVENUE ENABLER

Advanced Value Proposition

Does your value proposition resonate with buyers?

We define what differentiators, or innovation your Company delivers and confirm these features are aligned with buyer needs.

We then explore areas for alignment with unmet customer requirements to craft Advanced Value Proposition statements based on synchronicity between buyer needs and customer value offered.

COMPANY-LEVEL REVENUE ENABLER

Protection and Growth Levers

Are you missing opportunities by not selecting the best protection and growth levers?

We assist customers focus on two market levers.

With the market protection lever we analyse a company’s most valuable customers by ranking them across multiple data points to ensure optimal design for customer protection. In the market share gain lever, we analyse the share of wallet per customer in relation to their total spend and then plan what percentage can optimally be targeted.

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SALES ORGANISATION-LEVEL: REVENUE DRIVER

Sales Organisation Strategy

Is your Sales Organisation Strategy designed to leverage the company’s differentiators for profitability?

We deliver outcomes through a 360-degree Sales Organisation GAP assessment coupled with unique workshop frameworks.

The proprietary 5-Pillar Strategic Sales Organisation Framework AssessmentTM forms the basis for a 5-Pillar Strategic Sales Organisation Workshop where a customer-centric, differentiated Sales Organisation Strategy is designed for a Competitive Advantage.

SALES ORGANISATION-LEVEL: REVENUE DRIVER

Customer Engagement Process

Are you losing sales through a poor value articulation customer sales engagement process?

We design and reinforce a sales process best suited to your Sales Organisation and Customers through a bespoke Sales Engagement Process based on the ‘Psychology of Change’.

In the process we transition your Salesforce from benefits, features and price discussions to business outcome engagements, aligning your differentiators with customer buying needs and total value return.

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Sales-Talent

SALES ORGANISATION-LEVEL: REVENUE DRIVER

Sales Reps Hiring and Development

Are you struggling to appoint, train and retain top Sales Reps?

We deploy unique and powerful solutions to fundamentally improve Sales Rep performance.

From hiring benchmarks based on a globally unique Competitive Sales DNA assessment, to focussed gap analysis training based on Development Priority Maps. The outcomes are key sales skills, productivity enhancement and deal progression methodologies.

SALES ORGANISATION-LEVEL: REVENUE DRIVER

Sales Manager Hiring and Development

Are you struggling to appoint, train and retain top Sales Managers?

We deploy unique and powerful solutions to fundamentally improve Sales Management, the foundation of high-performance sales forces, from hiring benchmarks based on a globally unique Competitive Sales DNA assessment, to focused gap analysis training.

The outcomes are key soft and hard sales management skills, coaching capability and productivity enhancement.

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SALES ORGANISATION-LEVEL: REVENUE DRIVER

Salesforce Enablement

Is your Salesforce struggling to gain stakeholder access and demonstrate credibility?

The internationally award-winning ThinkSales Global content division produces marketing and sales content by assisting customers with video and written case studies to overcome meeting objections, validate purchasing decisions and persuade hidden stakeholders.

We also assist customers with written Sales and Marketing content for print, online and social media platforms.

OUR TRACK RECORD

Revenue Growth Engineering

AUTO TRADER

The largest automotive marketplace in SA

PNET

South Africa’s leading job board

CUSTOMER SUCCESS

Compilation video

OUR CLIENTS

We have worked with over 300 clients in the last decade