All Posts By

Jim Colonas

Succession PlanningSuccession Planning
June 28, 2024

Take Control of Your Exit: Why Succession Planning is Essential

The new financial year often brings a wave of reflection for business leaders. You are probably focused on whether you achieved the goals you set for the year? More importantly,...
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The new financial year often brings a wave of reflection for business leaders. You are probably focused on whether you…
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photo for blog - phone stops ringing
SalesSales ManagementSales StrategySales, Sales Management, Sales Strategy
May 21, 2024

The Phone Stops Ringing: What Now?

In today's competitive landscape, the days of the pushy, product-centric salesperson are over. Companies that prioritise consultative selling skills within their sales teams are the ones positioned for capturing market...
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In today's competitive landscape, the days of the pushy, product-centric salesperson are over. Companies that prioritise consultative selling skills within…
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Sales Management is not leading by example!
Sales ManagementSales Management
November 16, 2023

Sales Management is not leading by example!

As part of our all-encompassing sales improvement services, often our clients ask us to hire a BDM or two for their business. In the growth of a business, we always...
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As part of our all-encompassing sales improvement services, often our clients ask us to hire a BDM or two for…
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Business StrategyBusiness Strategy
October 15, 2022

Are you satisfied with your business strategy?

Is your business strategy designed to ensure you meet your organisational goals? Do you have an operational plan that clearly…

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Is your business strategy designed to ensure you meet your organisational goals? Do you have an operational plan that clearly…
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Sales StrategySales Strategy
March 31, 2021

Is Social Media making salespeople lazy?

In recent times, as a training and coaching organisation, we have been asked by a prospect whether we could assist their BDMs in learning how to find leads. Upon digging further in my normal...
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In recent times, as a training and coaching organisation, we have been asked by a prospect whether we could assist their BDMs in learning…
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Sales ManagementSales Management
September 2, 2020

How quickly should a new salesperson ramp up?

When companies hire a new Business Development Manager (BDM), they are not sure how quickly they should begin contributing to…

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When companies hire a new Business Development Manager (BDM), they are not sure how quickly they should begin contributing to…
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RecruitmentRecruitment
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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Sales ManagementSales Management
April 21, 2020

Time to rethink the way your Sales team works!

There is no doubt that we as a nation and the entire business world for that matter, have experienced an unprecedented time. 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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Get the basics right in your sales team | Blog by ECG
AssessmentsSales ManagementAssessments, Sales Management
September 3, 2019

Do you think you need a sales team training? Get the basics right first!

We are often approached by business leaders asking to help them with sales team training and coaching. Our question to them is ‘what problem are we trying to solve for...
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We are often approached by business leaders asking to help them with sales team training and coaching. Our question to…
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Jim Colonas explains how to transform sales performance | Blog by ECG
Sales ManagementSales StrategySales Management, Sales Strategy
August 7, 2019

ECG helping companies transform sales performance

A unique approach to transform sales performance has delivered high return on investment. A mid-size firm kept missing its sales targets. The sales team blamed product pricing, but management sensed...
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A unique approach to transform sales performance has delivered high return on investment. A mid-size firm kept missing its sales…
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