For those who don’t often travel for business, it’s easy to glamorise it. But we know it’s not all it’s made out to be… Flight Centre Business Travel has put…
Herman De Kock On Visionary, Servant Leadership
Vital stats Herman de Kock Designation: Executive Head: Sales and Service, Business Banking Comoany: Nedbank Limited Sales force size: Number of sales people: 425 general and 167 specialist sales and sales…
The Three Pillars Of Persuasion
Twenty-four hundred years ago, Aristotle described the three elements needed to move an audience – logos, pathos, and ethos – the intellectual appeal, the emotional appeal, and the speaker’s character…
Don’t Waste Sales Bonuses On Easy Targets
Most companies pay sales people a combination of a salary, a commission, and a bonus for hitting a quota, putting a portion of their pay at risk. The belief is…
How To Give Negative Feedback In A Positive Company Culture
It’s not easy finding the perfect balance as a manager. You want to be the ‘nice guy’, the great boss that cares about their employees’ happiness, health, work-life balance. But…
No Performance Appraisals? Facebook Doesn’t Agree!
Over the last couple of years, many HR professionals have argued that performance appraisals should be abandoned. Their point is they are awkward to give and they are biased. They…
Are You Predicting ‘Effective Retention’ When Hiring Sales Execs?
Like every organisation, you know the importance of selecting the best candidates when hiring sales professionals, helping those employees develop into your top performers, and retaining them over time. This…
If You Want Consensus, You Need Perspectives
If you are going to build consensus, you need the capacity to take a third person’s perspective, and you need to help the contacts you are working with to do…
How B2B Sales Can Benefit From Social Selling
Outbound B2B sales are becoming less-and-less effective. In fact, a recent survey by Forrestor found that connecting with a prospect now takes 18 or more phone calls, callback rates are…
Did You Get It Right When Creating Personas?
The buyer persona should be the most valuable asset your marketing team and sales force utilise for success. If personas are not of value, then they were not built properly.…