It's not what's happening to you now or what has happened in your past that determines who you become,” says leadership coach Anthony Robbins. “Rather, it's your decisions about what to focus on, what…
How Do You Know When It’s Time to Fire a Sales Person?
The first question you have to ask yourself before releasing a sales person is, “Am I clean?” It is almost always wrong to fire a sales person if you can’t…
Use Pricing Strategy to Boost Sales
What's the fastest way to profitably sell more of whatever it is your company sells? I argue that it's better pricing. Think about how your company sets prices: Are you…
Keep Your Clients From Under-Investing
I had an interesting conversation with a buyer recently. I made the suggestion that they were under-investing in the result they need. She agreed that they were under-investing. Then she…
Situational Leader
Vital Stats Name: Michael Allschwang, 43 Designation: Managing executive Company: Vodacom Business Sales Team: A total of eight sales regions and a sales team of more than 400 people serving…
Straight Selling
What’s one of the biggest differences between the top 20% and the bottom 80%? The bottom 80% are still using stale, phony techniques that don’t work, and they are still…
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,…
Give and You Shall Receive
Doing favours for others often results in them giving far more in return. This is one of the unconscious rules that help gel society and are vital for group welfare.…
Never Swerve When Driving the Bus
Carl Bass, president and chief executive of Autodesk Inc on why it is critical to be clear about the company's direction. Do you remember the first time you were somebody’s…
Have You Lost Your Team’s Respect?
Every day there are tens of thousands of sales leaders who are trying to manage a sales team that has lost respect for them – and many don’t even realise…