As the tight economy shows no signs of abating CEOs are asking, “What risks do we need to anticipate, and what opportunities must we capitalise on to achieve our strategy…
What It Takes To Hit Sales Targets
Critical to making your sales numbers is your ability to manage your time, your focus, your activities, and your outcomes. Here are three places to focus to make your number.…
Is it Time to Realign the Sales Team?
In the aftermath of the global recession, acquiring customers is no walk in the park. As a result, much focus has moved from acquisition to retention as companies battle to…
Cynicism: A Recipe for Mediocrity
Some sales people resist buying the company line. They resist buying the hype. They are too cool for school, pointing out that nothing is as good as it is made…
Prospecting With Social Media
When one considers the fundamental activities that drive an effective social media strategy – having a list of prospects, researching contact information, collecting and distributing information to prospective clients, to…
The New CPA: Let the Seller Beware
Prior to being able to unpack the practical implications that the new Consumer Protection Act (CPA) will have for sales execs and their teams, it helps to understand the basics…
A Strong Boss Gives Your Own Career a Lift
A strong boss serves as an example, shares leadership lessons, listens and responds to employees, and enables others on the team to become valued members of the organisation themselves. A…
Call Centre Staff Retention Success
Call centres are among the industry sectors with the highest staff turnover. In South Africa, that figure is estimated to be 20% per year. Given the cost of replacing experienced…
Niche Marketing: Inverting The Sales Funnel
In a tough sales environment there’s a tendency to throw more of the same procedure at a problem. Sales teams are urged to increase their prospect lists and ramp up…
The Seven-Question Prospect Interview
Because, in the competitive sale, the prospect has initiated an inquiry, your decision-maker has a built-in reason to cooperate with your need for information. While they rarely volunteer details, they…