FeatureFeature
May 21, 2020

Why can salespeople sell so much better before you hire them?

Most sales managers and CEOs will know what I mean when I say that it is a difficult prospect to hire a BDM who delivers on what they promised in...
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Most sales managers and CEOs will know what I mean when I say that it is a difficult prospect to…
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FeatureFeature
April 28, 2020

Get your recruiting right, especially during difficult times!

When any disaster or crisis hits and companies focus on cutting costs or on their very survival, they often go straight to a job slasher or a hiring freeze mentality....
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When any disaster or crisis hits and companies focus on cutting costs or on their very survival, they often go…
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FeatureFeature
April 21, 2020

Time to rethink the way your Business and Sales team work!

There is no doubt that we as a nation and the entire business world for that matter, have experienced an unprecedented disruption. Prior to the pandemic, I know from our...
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There is no doubt that we as a nation and the entire business world for that matter, have experienced an…
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FeatureFeature
March 18, 2020

Never change a winning process…?

In order to stay ahead of the game, I read quite a bit. Recently, I came across an interesting statistic - Six out of ten salespeople say that when they...
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In order to stay ahead of the game, I read quite a bit. Recently, I came across an interesting statistic…
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FeatureFeature
November 12, 2019

Living your Company Values will make or break your business

The concept of Company Values is so fascinating. I worked for many years in a multinational and traveled the world, training salespeople on all continents. When I arrived in our offices...
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The concept of Company Values is so fascinating. I worked for many years in a multinational and traveled the world,…
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FeatureFeature
September 3, 2019

Do you think your sales team needs training? Get the basics right first!

We are often approached by business leaders asking to help them with sales training and coaching. Our question to them is ‘what problem are we trying to solve for you?’ Most will...
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We are often approached by business leaders asking to help them with sales training and coaching. Our question to them is…
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ECG Managing Partner Jim Colonas - Headshot
PublicationPublication
August 7, 2019

ECG helping companies transform sales performance

A unique approach to sales team assessment and training has delivered high return on investment. A mid-size firm kept missing its sales targets. The sales team blamed product pricing, but...
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A unique approach to sales team assessment and training has delivered high return on investment. A mid-size firm kept missing…
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Case StudyCase Study
June 26, 2019

Are you getting your ROI for your tendered work? Really…?

Recently, we made a sales assessment of a company that sells consultancy services to mining companies. A very interesting company with 120 consultants, spread over 3 locations in Australia.  Facilitating a...
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Recently, we made a sales assessment of a company that sells consultancy services to mining companies. A very interesting company with…
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FeatureFeature
May 15, 2019

How do I know if my sales teams are capable of meeting my targets?

As CEO, I first have to define the goals of my company and then create a strategy that is ‘fit for purpose’ to deliver those goals. The next step is...
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As CEO, I first have to define the goals of my company and then create a strategy that is ‘fit…
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Office pen calculator
FeatureFeature
February 27, 2019

Why it pays to mind your margins, not just your turnover

The “work less, earn more” slogan is not a newcomer on the sales scene. But while it’s often associated with…

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The “work less, earn more” slogan is not a newcomer on the sales scene. But while it’s often associated with…
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