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    • Expert Interviews
      • Jacqui Van Der Riet Of UDM International (pty) Limited On Strutting Your Stuff
      • Peter Mountford: The Responsive Leader
      • What Keeps Colleen Jacobs Engen Running
      • What Adding Value Means In Your Business Says Pedro Rhode
      • Great Gary Scott - Enthusiasm Is What Drives Me
      • Today, Sales is Everyone’s Job
      • Tenacity Rules
      • Creating Value is Key
      • Process-Driven Leadership
      • Adapting to Change
      • Staying the Distance
      • Embrace Competition
      • Listen To Your Clients
      • Situational Leader
      • Never Swerve When Driving the Bus
      • Skills Developer
      • Can't Acknowledge Failure? Don't Apply
      • Driving the Deal
      • Simplicity is the Word
      • Walking the Talk
      • Driving Deals
      • Planes, Cars and Cathedrals
      • Pitch Perfect
    • Hiring Sales Candidates
      • Managing The Millennials On Your Sales Team
      • Warren Buffett’s Talent Criteria
      • How To Select The Right People For Competitive Sales Environments
      • The Best Ways to Hire Sales People
      • The Top 3 Characteristics of Successful Competitive Sales Professionals
      • Interview Questions That Result In Great Hires
      • Onboarding Mistakes That Can Lead to Disaster
      • Do You Need a Chief Revenue Officer?
      • Proactive Recruiting
      • Retain Top Sales Talent
      • Results From Sales Onboarding
      • How to Make Reference Checks Invaluable
      • What Sharp Interviewers Ask Themselves
      • How Do You Know When It's Time to Fire a Sales Person?
      • Take the Guesswork Out of the Recruiting Process
      • Improve Your Job Ads, Attract Better Sales Candidates
      • Take Caution in Sales Hiring - Can You Beat the "80/20 Rule"?
    • Sales Career Advancement
      • 3 Steps To Understand How Executives Make Buying Decisions
      • Mistakes That Kill Sales Opportunities
      • The Two Kinds Of Tomorrows
      • How To Spot Hidden Opportunities For Sales Growth
      • The Secrets to Unleashing a Person's Potential
      • Just Starting a New Job? Here’s a Framework for Success.
      • The No.1 Way Sales People Destroy Profit
      • Are You Paying Sales People Draws?
      • Common Performance Appraisal Traps
      • Why you Should Work on a Sunday Night
      • What Do We Know?
      • Success Has Seven Enemies
      • The High Price of Success
      • The Power of 1%: The Little Things Matter
      • Relationship Hygiene
      • The New Rules for Hustlers
      • Are You Ready for 2014?
      • Kick the Habit of Being Yourself
      • 7 Ways to Be More Disciplined
      • Multi-Tasking Is Making You Less Productive
      • 10 Ways to Be Happy at Work
      • Willpower is a Finite Resource
      • Find New Meaning in Life and Work
      • Do Something!
      • To Win, Expect the Best
      • Take It Easy (And Other Bad Ideas)
      • Social and Career Networking
      • Mentorship vs. Sponsorship
      • Maintain Focus
      • Give and You Shall Receive
      • The Power of Nine Minutes
      • Are You Tomorrow's CEO?
      • When Make Belive Can Make It Happen
      • Dead-Ending?
      • Is Your Boss a Psychopath?
      • Ask & You Shall Receive
      • Beating Burnout
      • Making Success Inevitable
      • A Strong Boss Gives Your Own Career a Lift
      • Beauty Pays Off
      • Test Your Political Skill
      • Self-Directed Learning – The Ultimate Success Skill
      • How to Immunise Yourself Against Tough Economic Times & Protect Your Sales Job
    • Sales Leadership Development
      • Did You Just Lose A Great Sales Person & Gain A Bad Sales Manager?
      • 7 Questions Sales Leaders Should Ask About The Buying Process To Win More Deals
      • Why You Need To Develop A Growth Mindset
      • 4 Roles Every Marketing Organisation Needs Now
      • What Amazing Bosses Do
      • How to Create an Indomitable Mindset
      • It Pays to Pay Attention
      • Global Leaders Rank The Top 10 Leadership Competencies
      • 3 Questions Sales Ops Leaders Must Answer
      • Are You A Negative Leader?
      • Calming Your Brain During Conflict
      • Questions Every Sales Leader Must Ask Daily
      • What I Have Come to Believe About Leadership
      • Exceptional Leaders are Fast and Effective
      • Banishing Toxic Meetings
      • A Leader With An Eye On Tomorrow
      • Astute Sales Managers Coach on Personal Improvement
      • Are You Deserving of the Title of Sales Leader?
      • Blue Ocean Leadership on Poor Leadership
      • The Blue Ocean Leadership Grid
      • The EQ Imperative
      • Six Reasons Why Sales Managers Fail
      • How to Actually Achieve the Vision?
      • Are You a Hard-To-Read Boss?
      • More Hands on Deck
      • First Learn to Lead Yourself
      • Why Great Sales People Aren't Often Great Managers
      • Going With Your Gut?
      • Find Your Meaning and Mojo
      • The High Price of The Joyless Sales Manager
      • Limited Training Budget? Start With The Sales Manager
      • The Three Most Common Mistakes Sales Managers Make
      • How to Hire a Sales Manager with The Right Skills for The Job
      • Set & Reach Your Unreachable Sales Goals... Quickly!
    • Sales Management Strategy
      • Don’t Bring A Knife To A Gunfight
      • A Simple Guide To Handling Work Stress
      • Motivate Your Sales Force Through Intelligent Workplace Design
      • Get To The Root of Work Stress
      • Why Daily Bonuses & Contests Don’t Work
      • Great Sales People are Born, but Great Sales Forces are Made
      • A Needs Analysis Strategy For Recruiting Sales Candidates
      • Don’t Turn Your Sales Team Loose Without A Strategy
      • Which Markets Should You Compete In?
      • Do You Really Understand How Your Business Customers Buy?
      • Get Your Sales Team Excited, Motivated And Ready To Succeed
      • Will You Win In Head To Head Competition?
      • It’s About The Hours In The Day
      • Oscar de Weijer On Being Dedicated To Business Improvement
      • Plan & Broadcast Positive News
      • What Younger Managers Should Know About How They’re Perceived
      • The Lies Your Mind Tells You
      • Sales Teams Need More (and Better) Coaching
      • Sales Incentives: Based on Profit or Revenue?
      • Do More with these Time Management Tips
      • Stop Coaching Late-Stage Opportunities
      • It Doesn’t Matter If Competitors Know Your Strategy
      • Put the and Back in ‘Sales and Marketing’
      • The Power of Small Wins
      • A Model Manager — and a Tool for Emulating Him
      • How to Set Your Annual Revenue Budget, Not Write a Fairytale
      • Beware of Silos and Fiefdoms
      • Managing Change, One Day at a Time
      • The Four Steps of Blue Ocean Leadership
      • Hopeless Sales Strategy?
      • How to Get Ahead by Giving
      • When Conflict is Good
      • Exponential Growth through Market Segmentation
      • The Mental State of “Earning”
      • Turn Input into Innovation
      • Building A Value Driven Organisation
      • Customer Retention: The People Element
      • Getting to Grips with POPI
      • Closing the Chasm Between Strategy and Execution
      • The Real Cost of Losing Customers
      • Moving Towards Adaptive Leadership
      • The Risk of Dead Knowledge to Sales Leaders
      • Identifying New Market Opportunities
      • Be a Better Delegator
      • Effective Strategic Partnerships
      • Use Pricing Strategy to Boost Sales
      • The Greatest Threat to Possible Growth
      • Surviving a Tough Economy
      • If Customers Ask for More Choice, Don't Listen
      • Common Destructive Management Styles
      • Realigning Push to Pull in the Selling Organisation
      • High Performance: Hindered or Helped by Organisational Structure?
      • 6 Questions to Shape Your Finalist Presentation Strategy
      • Strategic Account Management for Loyalty & Profit Growth
      • Measuring Customer Satisfaction
      • Why You Should Implement a Win Loss Programme
      • Is your Strategy as Good as you Think It Is?
      • The First 90 Days: Critical to Management Success
      • Put Strategic Marketing in its Rightful Place
      • What Every CEO Must Know About Sales Risks
      • The New CPA: Let the Seller Beware
      • Niche Marketing: Inverting The Sales Funnel
      • Building a Sales Metric Management System
      • Pitching to The Pessimist
      • 8 Questions to Assess Your Sales Organisation
      • The New Core Competency for Growth-Minded Companies
      • Collect Competitor’s Information to Gain Advantage
      • Are You Hindered by Outdated Sales & Marketing Policies?
      • Time to Revise Your Sales Compensation Plan?
      • Do You Have a Tailor-Made Selling System?
      • Transforming Your Sales Force by Creating Specific Expectations
    • Sales Team Management
      • 6 Tips To Fire-Up Your Sales Team At Your Next Sales Meeting
      • How To Keep Your Team Focused And Productive During Uncertain Times
      • 6 Steps For Creating A Successful Inside Sales Team
      • 1 000 Decisions Well Or Poorly Made
      • How To Ruin Your Next National Sales Meeting
      • Using Your Sales Force to Jump-Start Growth
      • A Little Anxiety Goes A Long Way
      • How Company Culture Shapes Employee Motivation
      • Help Your Sales People Spend Time On The Right Things
      • All for One & One for All
      • Building A Scalable Sales Team
      • What Top Sales Teams Have in Common
      • There’s Strength in Teams
      • Managing Employees with ADHD
      • Is LinkedIn a Waste of a Sales Person's Time?
      • What Advertising Can Teach Leaders
      • The Daily Progress Checklist
      • Accommodating Your Boss’s Work Style
      • Why Managing Up Matters
      • 3 Steps to a High-Performance Culture
      • Killer Interview Questions
      • Sales Team Compensation
      • Create a Culture of Learning
      • Pumped Up For a Fight
      • Beware of Hiring Your Competitor's Sales People
      • A Note to the Sales Leader: They Are Not You
      • Increasing Trust in Organisations
      • Pressure And Performance
      • Leading From Outside Your Glass House
      • Taking Ownership
      • What Makes a Sales Team Successful?
      • Before Managing Sales Teams: Know This
      • Run Effective Sales Meetings
      • Motivating Sales People - What Really Works
      • How Great Companies Manage People
      • What Are We Teaching
      • How to Give Every Employee Customised Leadership Advice
      • It's Time to Work Smarter and Harder
      • The Essential Attributes of Successful Sales Managers
      • Have You Lost Your Team's Respect?
      • Successful Companies Talk It Up
      • Are You Facing Sales Fatigue?
      • Different Questions, Different Results
      • Identifying Top 5% Achievers
      • Design a Plan that Pays Off
      • Getting the Best from Your Team
      • Tips for the First-Time Boss
      • Sales Compensation Using the Equilateral Triangle Method
      • Getting the Most Out of Group-Think
      • Golden Handcuffs
      • How Alive is the Core of Your Culture?
      • This Way Out: The Exit Interview
      • Rules for Time Management
      • Managing Passive-Aggressive People
      • The Dirty Secret of Effective Sales Coaching
      • One Bad Slacker Can Ruin The Bunch
      • What It Takes To Hit Sales Targets
      • Is it Time to Realign the Sales Team?
      • Cynicism: A Recipe for Mediocrity
      • Call Centre Staff Retention Success
      • Fill Your Sales Talent Pipeline
      • Close the Gaps in Sales Rep Performance
      • Creating Inventive Sales Incentives
      • Put An End to Pointless Sales Meetings
      • Your People Are Your Only Asset
      • Astute Sales Managers Coach Sales Execs on Personal Improvement
      • How to Deal With a Sales Exec Who's Performance Has Dropped
      • Top 5 Tips for Fast Tracking Newbie Sales Execs
    • Sales Technique
      • Sales Advice From Pablo Picasso
      • You, The Advisor
      • Sell Like A Human
      • How To Create Compelling Content
      • The Winning Formula For Planning Sales Engagements
      • How to Increase Value in Sales Interactions with Strategic Clients
      • Why Sales Ops Is So Hard To Get Right
      • Run Sales On Data, Not Hunches
      • 10 Reasons Social Selling Is Failing
      • 7 Deadly Interaction Sins & How to Fix Them
      • The 3 Traps of Selling Conventionally in Complex B2B Sales
      • 3 Ways to Improve Your Ability to Diagnose
      • Is Your Corporate Strategy Paying Off?
      • The Most Underutilised Strategic Advantage
      • How to Prevent Discounting & Commoditisation in B2B Sales
      • POPI & Your Database : What You Need To Know
      • Why Sales People Need to Develop ‘Machine Intelligence’
      • To Create a Habit, Tell a Good Story
      • 5 Golden Rules of Adult Learning Every Event Pro Needs to Know
      • Engage Conference Delegates With Polls
      • How To Manage Risks When Planning Your Event
      • Planning A Product Launch Event
      • Will You Pass The Flinch Test?
      • New Ways To Overcome The Brush Off
      • Develop Better Needs Analysis And Buying Cycle Questions
      • Momentum Is Key To Successful Sales Incentive Programmes
      • What Sales Teams Need To Know About The New B2B Landscape
      • Better Ways to Build Rapport
      • 3 Follow-Up Strategies to Replace ‘Touching Base’
      • What the Problems In Your Sales Funnel Reveal
      • To Create Healthy Urgency, Focus On A Big Opportunity
      • Prevent Your Deals from Dissolving
      • Travel More Efficiently & Reach More Customers
      • Double Lead Qualification with More Calls & Faster Responses
      • The Secret to Organisational and Personal Progress
      • Use Better Tie Downs
      • 6 Sales Negotiation Secrets of Professional Buyers
      • Precision is The Key When it Comes to Better Bargaining
      • Sell in Plain English
      • Lies, Mistruths, and Fabrications In Your Sales Forecast
      • A Valuable Lesson from Harley Davidson
      • 4 Tough Conversations You Must Have to Succeed in Sales
      • Be More Compelling and Create a Sense of Urgency
      • 5 Secrets of Successful Opening Scripts
      • Does Your Quarterly Business Review Provide Value for Your Clients?
      • Your Client has a Vested Interest in that Referral They Just Gave You
      • Supporting Progress: Catalysts and Nourishers
      • How to Look Instantly More Intelligent
      • What an Acting Class Taught Me About Selling
      • Questions to Help Open Up the Sale
      • Why Mass Emails = Mass Apathy
      • The 3 Simple Steps That Saved Ford
      • Win More Big Deals, One Sales Call at a Time
      • 10 Myths About Selling Intangible Services
      • Your Sales Strategy in 2015
      • You Can’t Be a Smart Arse
      • Harnessing the Science of Persuasion: The Principle of Scarcity
      • Harnessing the Science of Persuasion: The Principle of Authority
      • Harnessing the Science of Persuasion: The Principle of Consistency
      • Harnessing the Science of Persuasion: The Principle of Social Proof
      • Harnessing the Science of Persuasion: The Principle of Reciprocity
      • Harnessing the Science of Persuasion: The Principle of Liking
      • This Study Might Just Help You Sell More
      • Five Ways to Stop Talking Past the Close
      • Don't Hang Up
      • Make a Commitment to Your Future Self
      • Red Flag It
      • Techniques to Make Your Sales Training More Effective
      • Checklist: Before You Make That Big Decision
      • Bad Vs. Good Attrition
      • Improve Your Decision-Making Skills
      • A Creative Way to Make Prospecting Appointments
      • Master The Complex Sale
      • You Can’t Motivate Anyone, So Stop Trying
      • Grow Sales Through Your Customers’ Pain
      • Stop Helping Clients Chase the Bottom
      • Dumbing it Down: Secrets to Getting Smart People to Buy
      • When an Objection isn’t an Objection
      • Five Steps to Finding Pockets of Growth
      • The Trend That Is Changing Sales
      • Keeping The Sale Alive With Email
      • Help Prospects Count The Hidden Costs
      • Objection Overcome
      • How Long Will That Take?
      • Selling to Mr. Spock
      • The Death of Win-Win
      • Use Trigger Events to Shorten Sales Cycles
      • Infiltrate Your Competitor’s Sales Funnel
      • Understanding the 4 Pillars of a Successful Referral
      • Counting Minutes?
      • Unblock Your Sales Pipeline
      • Invest in High Value Sales Activities
      • What's In It for the Customer?
      • The End of Solution Sales
      • The 5 Stages to Improving Your Negotiation Skills
      • Use Trigger Events to Boost Sales
      • 3 Rules for Successful Up-Sells
      • The Reverse Psychology of Temptation
      • Getting a Foot in The Door
      • Think...A Lot
      • Consultative Selling Today
      • Avoid Dead-on-Arrival Decisions
      • Keep Your Clients From Under-Investing
      • Straight Selling
      • Drive Sales Leads Today
      • The Real Secrets to Qualifying Leads
      • Establishing Trust from Afar
      • Being More Strategic & Less Transactional
      • Shift People with Irrational Questions
      • Closing Sales that are Over the Budget
      • Doing Business or Doing Business Now!
      • The Four Dimensions of High Impact Selling
      • Improve Your Post-Decisions Debriefs
      • The Truth About Getting Prompt Buying Decisions
      • Your Competitor's Case
      • Micro-Transaction Marketing
      • Two Principles for Closing the Sale
      • Your Competitor's Case
      • Delve Deeper into Clients' Psyches to Become a Master of Persuasion
      • Deliver Compelling Presentations
      • Naturally Speaking
      • The Nuclear Option
      • How to be Interesting (and Useful) to C-Level Executives
      • Storytelling for Sales
      • Powers of Persuasion
      • Death of the Salesman
      • To Outsell Them, Outwork Them
      • Creating Stronger Value Propositions
      • Powerful Words Inspire Powerful Change
      • Selling to the Competitive User
      • Unleash the Power of the Anxiety Question
      • Unmasking Your Prospects
      • The Seven-Question Prospect Interview
      • Six Principles for Cold Calling
      • 5 Steps for Successful Role Playing
      • From Sales Rep to Solutions Provider
      • Five Rules of Improv for Sellers
      • Fact: Attentive Listening Increases Sales
      • 7 Ways to Build Rapport With Anyone
      • Good Questions & The Basics of Selling
      • It’s Not the Price - It's the Risk!
      • Two Rules to Follow That Add Value to Every Sales Call
      • Handling Objections
      • Two Principles for Closing The Sale
    • Sales Tools
      • Gain More Credibility Through The Questions You Ask
      • A Roadmap for Cultural Transformation
      • How You Think Counts
      • 10 Marketing Automation Hacks
      • Actionable Learning In Bite-Sized Snippets
      • Adopt A Growth Mindset
      • Gartner's Top 10 Strategic Tech Trends in 2015.
      • Tech Trends That Matter to Sales Teams
      • Feed Your Hunters the New Leads
      • How Work Gets Stripped of Its Meaning
      • The Limits of Value Propositions
      • A Knowledge Network
      • Tweet Me, Friend Me, Make Me Buy
      • Developing Diagnostic Tools
      • Deploying the Tech
      • Marketing Automation and ROI
      • It’s Raining Leads
      • Automated Marketing Enhances Profitability
      • Prospecting With Social Media
      • Get Control of All Your Data
      • The Massive Shift in Sales Culture
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