Bad content marketing is like a bad date. Imagine a handsome guy sitting down next to a beautiful lady at a bar and saying, “Hey beautiful, if you act now…
Identifying Top 5% Achievers
Recent surveys suggest that only 5% of professional salespeople reach and remain at the highest level, which we call 'Level 3'. A further 15% attain 'Level 2' status, but the…
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…
High Performance: Hindered or Helped by Organisational Structure?
The CEO of a national retailer was very frustrated. His face grew noticeably redder as he told me how he had set up each store as a profit centre and…
Getting the Best from Your Team
Are there areas you want to improve as a leader? I race too much. My brain races too much, so even if I’ve listened to everything somebody said, unless you…
Is Your Boss a Psychopath?
Psychopaths are not nice people. They lack empathy and remorse, are egocentric and prone to abusive treatment of others. The really bad news is that one in 25 bosses meets…
6 Questions to Shape Your Finalist Presentation Strategy
The day started just like any other day for Lisa. Then, the call came! It was ABC Company’s procurement officer telling her that he loved the RFP response, selected her…
Two Principles for Closing the Sale
Whenever I ask sales people to rate themselves on their competence at all the different parts of the sales process, they invariably rate themselves low at closing the sale. Unfortunately,…
Driving Deals
Vital Stats Name: John Sikanadze, 50 Designation: National Sales & Marketing Executive, Dawn Wing Global Express Sales Team: 45 sales staff in 14 depots Offering: Dawn Wing offers regional, national…
Your Competitor’s Case
In a legal case, there is a process called discovery. The lawyers for both the client and the defendant must turn over all of the information they have about their…