When it comes to closing complex deals, the decision-making journey from introduction to decision to buy often takes longer than you expect. Unpacking the process with your prospects can produce…
Adapting to Change
Vital stats Chris Wilkins Designation: Founder and CEO Company: DVT. The company provides tailor-made and packaged software solutions and related services to clients throughout South Africa. Sales Team: The senior management team is…
Willpower is a Finite Resource
Exerting self-control depletes mental energy used for subsequent self-control exertions. When the tank runs dry, you become much more prone to making decisions that distance you from your goals. But…
Find New Meaning in Life and Work
‘Spiritual intelligence’ or ‘spiritual IQ’ (SQ) helps you live a life of wisdom, compassion and authentic leadership. It’s the focus of a new book, SQ 21: The Twenty-One Skills of…
Staying the Distance
Vital stats Andrew Haynes, 50 Designation: Senior director, commercial information solutions Company: TransUnion Credit Bureau Sales Team: 20 national field-based sales staff and four managers, 16 telesales staff and three managers Offering: Credit and…
Do Something!
Stop mistaking being busy for actually being productive. As Henry David Thoreau said, "It is not enough to be busy. So are the ants. The question is: What are we…
How Great Companies Manage People
Good people practices confer a performance advantage. This is especially important as companies cope with a growing talent crisis and chronic economic uncertainty. But just how strong is the correlation…
What’s In It for the Customer?
Leaving the business case in the hands of a buyer or sales person can negatively impact sales. According to IDC’s annual 2012 Buyer Experience Study financial justification/ROI is critical to…
Embrace Competition
Vital Stats Name: William Surmon, 45 Designation: National head of sales and distribution Company: Zurich Insurance Company South Africa Sales Team: More than 100 sales staff across eight regions Sales…
To Win, Expect the Best
In his new book Mind Over Mind, science journalist Chris Berdik explains the many ways in which what you expect shapes what happens. The premise is simple: expectations matter. In…