Dan Bowling is an expert on the science of wellbeing at work and conducts empirical research on this topic through the University of Pennsylvania. He believes that rather than offering…
Getting to Grips with POPI
New legislation takes time to come into effect. What timeframe are we looking at with POPI? Realistically, it could be another 18 to 20 months before organisations are forced to comply…
Adapting to Change
Vital stats Chris Wilkins Designation: Founder and CEO Company: DVT. The company provides tailor-made and packaged software solutions and related services to clients throughout South Africa. Sales Team: The senior management team is…
Selling to Mr. Spock
Nowhere am I so desperately needed as among a shipload of illogical humans. – Spock in ‘I, Mudd’ Star Trek’s iconic Mr. Spock was half-Vulcan, half-human. It’s the former we…
What Makes a Sales Team Successful?
I am often asked just what it is that makes a highly successful and effective sales team — what differentiates them from an average one? Actually, the answer is simpler…
Closing the Chasm Between Strategy and Execution
Setting strategy is elegant. It's a clean and sophisticated process of collecting and analysing data, generating insights, and identifying smart paths forward. Done at arm’s length in an academic fashion,…
Willpower is a Finite Resource
Exerting self-control depletes mental energy used for subsequent self-control exertions. When the tank runs dry, you become much more prone to making decisions that distance you from your goals. But…
Tweet Me, Friend Me, Make Me Buy
One morning he contacted a CEO – someone who was no pushover, having had bad experiences with the type of product the rep sells. By late that afternoon he had…
What Sharp Interviewers Ask Themselves
You walk into the boardroom to interview a sales candidate. As you look across the table, there should be a big question on your mind. The wrong answer to this question…
The Death of Win-Win
A win-win agreement presupposes that it is possible for you and your client to come to an agreement in which both of you are left better off than you would’ve…