Sales Strategy Insights

A decade of research for his best-selling book, Give and Take, has led Wharton professor of management, Adam Grant to conclude that the ‘five-minute favour’ is a powerfully simple practice that most people…

“Diane, I’ve sat through three of your team’s executive meetings, one board meeting, and a couple of regional meetings. One of your company’s biggest problems is there’s no conflict. No…

Micromarket analyses involve five steps: Defining the optimal micromarket size; determining the growth potential for each; gauging market share in each; understanding the causes of variation in market share across them; and prioritising high-potential markets to…

One business book that I have always held in high regard is titled Danger in the Comfort Zone by Judith Bardwick. It was published over 20 years ago and describes…

Product development is essential if a business is to survive and grow. It is linked to the ability of a business to remain competitive and also to its longevity. A…

Long Term Objective The long-term objective of a company should be to ensure the value of all the solutions it provides is accounted for and that none is ‘leaking’ on…

What’s the single biggest reason why you need to have a serious customer care attitude? Simple – the amount of money companies spend on marketing and advertising to acquire just…

New legislation takes time to come into effect. What timeframe are we looking at with POPI? Realistically, it could be another 18 to 20 months before organisations are forced to comply…

Setting strategy is elegant. It's a clean and sophisticated process of collecting and analysing data, generating insights, and identifying smart paths forward. Done at arm’s length in an academic fashion,…

Companies spend a lot of time and money to attract new customers, but less effort goes into figuring out why they lose customers. However, the cost to business of losing customers,…