If your product or service allows you the chance to up-sell your customer at the point of sale (and seriously, what product or service doesn't?), then you can instantly double…
The Reverse Psychology of Temptation
Our willpower can be weak when faced with temptation. But according to management consultant Peter Bregman the more people are pressured to do something they’ve chosen not to do, the…
Effective Strategic Partnerships
Everyone talks about them. Executives speak of partnerships and alliances as being core to their strategies. Sales people want to partner with their customers. Developers seek alliances to acquire technology,…
The Essential Attributes of Successful Sales Managers
The single most common mistake that organisations make is promoting their number one sales person into the role of sales manager, thereby depriving themselves in a single stroke of their…
Listen To Your Clients
Vital Stats Name: Mardia van der Walt-Korsten, 49 Designation: Regional head, Africa and Middle East Company: T-Systems South Africa, the local representative of the German global IT services and consulting…
Getting a Foot in The Door
This statement is the knee-jerk response that most competitive users have to your initial inquiry about the existing relationship. The truth inherent in this statement varies from one prospect to…
Think…A Lot
It’s a difficult year for a lot of sales people. The world is changing rapidly, and every new headline contains information that seems to impact business in a significant way.…
Consultative Selling Today
A good selling technique and a high level of self-motivation is no longer enough. In the past, if a sales person had some impressive sales techniques and was enthusiastic about…
Mentorship vs. Sponsorship
Research shows that mentoring is one of the critical factors for leadership advancement. Recently, however, a distinction has been drawn between mentoring and sponsorship. The findings have highlighted how important…
Avoid Dead-on-Arrival Decisions
Thinking of decisions as products raises the issue of quality control. How do you make sure that decisions measure up? One way is to leverage the talent and knowledge of…