CATEGORIES

How To Create Compelling Content

How do you create content that cuts through the noise? How do you get attention now that there is a glut of content being created?

Is It Time To Hire A Sales Execution Auditor?

Most sales organisations have key metrics and processes in place, but the most successful organisations take it a step further. They track their data daily through internal audits, giving their sales managers a great strategic focus.

The Secret About Stress That Will Help You Live Into Your 90s

Studies reveal that how we think about stress marks the difference between a silent killer that could lead to a heart-attack at 50, or a health and happiness-boosting super-tool that could see you live well into your 90s.

Robotic Outbound Calls Are Dead On Arrival

The value of a script is in preparing your team for outbound calls. However, scripts can hurt your sales efforts if they are delivered robotically.

More Frequent Sales Quotas Help Volume But Hurt Profits

When designing a compensation plan involving quotas, sales leaders must pay special attention to the outcomes they want.

Invest In Mindfulness

Spending 10 minutes a day on mindfulness subtly changes the way you react to everything.

Being A Strategic Leader Is About Asking the Right Questions

The right questions drive the right dialogue with your team. And this in turn raises the team’s collective ability to be strategic.

3 Popular Goal-Setting Techniques Managers Should Avoid

Understand the pitfalls of these common goal-setting ‘formulas’ before blindly following them.

The Advantage Of A Hunter Culture

Warm to the cold call.

End-Of-Quarter Sales Rush Costs Companies Money

The market is pushing companies to hit incredibly high numbers, quarter after-quarter and month-after-month. To comply, firms turn up the pressure tactics and close last-minute deals in unnatural ways.

5 Tests To Prevent Your 2018 Sales Compensation Plan From Being A Flop

Take the time to test your new sales compensation plan – with culture and other drivers.

How B2B Sales Can Benefit From Social Selling

As outbound B2B sales become less effective, sales organisations are finding that social media enables their sales people to build better relationships with prospects over time.

No Performance Appraisals? Facebook Doesn't Agree!

Performance appraisals contribute to fairness, career guidance and personal growth in the workplace.

Don't Waste Sales Bonuses On Easy Targets

Not having to work for a large portion of their incentive pay weakens the motivational power of employees’ incentives.

Are You Predicting 'Effective Retention' When Hiring Sales Execs?

Double your ROI by employing high-performance sales professionals who are likely to stay with your organisation for a long time.

Pay Attention to These 5 Aspects of Company Culture When You Start a New Job

Take time to understand the culture so that you succeed within its bounds rather than derail your future prospects.

Don't Focus On Strategy At The Expense Of Culture

10 ways to make culture a primary focus and drive culture and strategy closer together. 

The 5 Best Practices for Improving Partner Marketing

Understand the differences in dealing with partners vs direct go-to-market.

Build Marketing Operations Muscle

How Chief Marketing Officers get out from underneath this avalanche of data and stay on top of it.

How to Convert More High Quality Candidates

Spend your time and resources on the right people.

Why People Lose Motivation — and What Managers Can Do to Help

It doesn’t take charm or motivational speeches – but it does require a concerted effort to infuse self-expression, experimentation and purpose into your team's environment.

7 Questions Sales Leaders Should Ask About The Buying Process To Win More Deals

Key questions to help you ascertain whether you should stop using an old inward-out sales process and develop a new outward-in sales process.

How To Select The Right People For Competitive Sales Environments

Finding and identifying high effort sales people from within the available candidates is one of the most important parts of building a top performing sales team.

The 3 Traps Of Selling Conventionally In Complex B2B Sales

In a increasingly complex sales environment, conventional sales processes no longer offer the certainty of a positive outcome — and may even widen the gap between sales professionals and customers.

Why New Leaders Should Be Wary Of Quick Wins

Resist the pressure to hit the ground running when you take up a new position. You'll go further if you take time to understand the culture and build relationships.

Choosing SMS And Choosing The Right Provider

In a world where brands target customers on the move, SMS remains an essential part of marketing and communications strategies.

Great Sales People are Born, but Great Sales Forces are Made

Even the best natural sellers need a strategy, a defined role and processes to enable their success.

The Best Ways to Hire Sales People

As organisations confront new buying processes, the required sales processes are changing. This makes it increasingly important to hire sales people who are the right fit for your business.

Introducing Village n Lifes Hermanus Collection

A collection of fine hotels, apartments and studios to suit the most discerning tastes in one of South Africa’s favourite holiday destinations.

Teams Perform Best When Everyone's A Little Bit Uncomfortable

The research is in: Our brains are hardwired to work better when we’re teamed with people who challenge us.