running hard, but getting nowhere
Case StudyCase Study
January 23, 2024

Case study: How REAL is your Sales Pipeline?

Recently, we started working with a company that was successful in their market. This was also reflected in the sales pipeline, which had a value of almost ten times the...
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Recently, we started working with a company that was successful in their market. This was also reflected in the sales…
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Sales Management is not leading by example!
FeatureFeature
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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Living your Company Values will make or break your business
FeatureFeature
September 12, 2023

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
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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Company CultureFeatureCompany Culture, Feature
January 20, 2021

Why awesome performance and company culture go hand in hand

The insightful Simon Sinek says about company culture “customers won’t love a company until the employees love it first”. It can be easy for you as a business owner or...
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The insightful Simon Sinek says about company culture “customers won’t love a company until the employees love it first”. It…
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FeatureFeature
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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CEO considerations for "back to the office" transition
FeatureFeature
June 10, 2020

CEO considerations for the “back to the office”​ transition

Since Covid-restrictions are gradually lifted, CEOs have asked us how to deal with the “going back to the office” question. Apart from the logistical issues (1.5m distance, disinfecting, business continuity...
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Since Covid-restrictions are gradually lifted, CEOs have asked us how to deal with the “going back to the office” question.…
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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 recruiting 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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