Product development is essential if a business is to survive and grow. It is linked to the ability of a business to remain competitive and also to its longevity. A…
Customer Retention: The People Element
What’s the single biggest reason why you need to have a serious customer care attitude? Simple – the amount of money companies spend on marketing and advertising to acquire just…
The Real Cost of Losing Customers
Companies spend a lot of time and money to attract new customers, but less effort goes into figuring out why they lose customers. However, the cost to business of losing customers,…
Identifying New Market Opportunities
Most market sectors today are comprised of a diverse range of niche players who have varied needs and business drivers. Companies that target any market as one broad vertical run…
Use Trigger Events to Boost Sales
Sales managers are always looking for opportunities that will give them a compelling reason to meet with new clients or secure bigger deals with existing customers. For a sales professional,…
Take the Guesswork Out of the Recruiting Process
Sales roles vary widely and place very different demands on the people fulfilling them. Profiling your entire sales team prevents you from making all the obvious blunders in sales management,…
Surviving a Tough Economy
It’s tough out there and getting tougher. Research shows that the overall number of businesses in South Africa has diminished across most sectors. This is particularly apparent at the smaller end of the spectrum, where…
Developing Diagnostic Tools
Diagnostic tools are a critical element of any sales organisation’s arsenal. A detailed diagnostic questionnaire will enable the sales team to analyse their customers’ needs and sell them the right…
Design a Plan that Pays Off
Compensation is a vexing topic because there are few rules that apply. There are many options when it comes to designing a compensation plan. Because the best ones mirror the…
Strategic Account Management for Loyalty & Profit Growth
The single most predictive indicator of future growth is the level of attachment that your best customers have towards your business. As part of an overall account management strategy most companies will be able to segment…