What qualities do exceptional leaders bring to the team or organisation? Executive coach and leadership development consultant Sunnie Giles recently published the results of research into what competencies are necessary…
A Needs Analysis Strategy For Recruiting Sales Candidates
David walks into Mr. Stevens' office for a first meeting. He shakes Mr. Stevens' hand, opens his laptop and proceeds to lecture about the greatness of his products. The harangue…
Don’t Turn Your Sales Team Loose Without A Strategy
When formulating a strategy, markets and segments are important categories to consider. But a market never buys anything. Only customers buy. To borrow a telecom industry metaphor, a deal with…
Which Markets Should You Compete In?
I recently spoke with Rick Haviland, the President at MarketSource. MarketSource is the world’s most successful sales and marketing outsourcing company. The company has helped more than 200 companies generate over…
Do You Really Understand How Your Business Customers Buy?
B2B purchasing decisions increasingly trace complex journeys, challenging the long-standing practices of many sales organisations. The CEO of a major supplier to the telecom industry was frustrated. An initiative to…
Engage Conference Delegates With Polls
To make sure that your presentation succeeds, you need to engage your participants, ideally right from the get-go, and make them an active part of your talk. And one of…
Great Gary Scott – Enthusiasm Is What Drives Me
Vital stats Gary Scott Designation: Sales Director Company: KIA Motors South Africa Sales Team: 250 sales people, 60 sales managers, 75 dealer principals in 77 dealerships (and growing), and a small but…
The Two Kinds Of Tomorrows
The tomorrow that most people believe in is the tomorrow where they are different from what they are today. In that tomorrow, these people are going to be the kind…
How You Think Counts
The book Smarter Faster Better: The Secrets of Being Productive in Life and Business, by Charles Duhigg How it’s delivered: In each of the eight main chapters Duhigg focuses on…
A Little Anxiety Goes A Long Way
A little anxiety may be just what you need to perform at your peak. It’s a notion first suggested by Harvard psychologists Robert Yerkes and John Dodson in 1908. They found…