Sales Strategy Insights

Leadership always occurs within a context. The type of leadership required – the leadership that will be most successful – is that which best reflects the context within which it…

Knowledge is only as good as it is current and useful. Think about that for a moment. If the knowledge you have isn’t current — and by that I mean…

I believe that most of us accept that the old ways of doing business no longer work: the increasingly intense competitive challenges of the world economy post the recent financial…

Most market sectors today are comprised of a diverse range of niche players who have varied needs and business drivers. Companies that target any market as one broad vertical run…

Swamped at work? Just delegate effectively to increase your productivity. According to a recent article in Fast Company by Dave Lavinsky, you need to focus only on the items that…

What are you doing to succeed in today’s economic climate? If you’re like most sales reps (80%), you’re probably showing up and grumbling about the recession, hoping you don't get…

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,…

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…

Value is the lifeblood of the business world. In the form of improved efficiency, effectiveness, and ultimately, profit, value is the only thing that business-to-business customers are interested in buying. Companies like yours seek…

It’s tough out there and getting tougher. Research shows that the overall number of businesses in South Africa has diminished across most sectors. This is particularly apparent at the smaller end of the spectrum, where…