[Peter Gilbert] In the 1980s, America wrested the America's Cup from New Zealand by resorting to radical change, and competing with a catamaran which comprehensively outperformed New Zealand's conventional monohull in the prevailing light winds off California. Much the same situation prevails in selling in recessionary markets. 9 Feb 2010 12:28
[John Boe] Progressive companies understand the power of cross-selling and recognize it as a critical component for promoting both customer retention and revenue growth. What is cross-selling? 3 Feb 2010 12:48


Effective 1 April 2010, the new P-level rate structure will replace Oracle Airtime Sales' (OATS) existing M- and D-levels, as well as align the loadings charged for durations. This is to pave the way for future trading models. 3 Feb 2010 10:29
[Richard Mulholland] Surprisingly, considering the time and effort that goes into everything else, a conference really is just a series of sequential presentations designed to fulfil a specific objective (read parts one and two). Now as nerdy as that sounds, it's the truth. So in this, the third and final article in the "your conference sucks" series, I'm going to focus on the sad bastard that is "the PowerPoint presentation". 1 Feb 2010 12:09
[Douglas Kruger] My father-in-law spent New Year's Eve in Sydney, watching the fireworks display off the bridge. In a period of 12 minutes, he told us over the phone, they let off 20 000 separate effects. An incredible amount of energy in such a short period of time... and then, it was over. It occurred to me that a great many of us carry out our New Year's resolutions in pretty much the same way. 1 Feb 2010 11:20
[Sid Peimer] In most legal systems, a lawyer is required to make an opening statement at the start of a trial. This process bears a close resemblance to a new business pitch, where you are required to state your case to a prospective client whom you are meeting for the first time. 28 Jan 2010 11:01
Media24 Magazine's CEO John Relihan announced on Friday, 22 January 2010, the appointment of Eureka Zandberg as group sales director, effective 1 February. 25 Jan 2010 09:18
[Rob Stokes] The Year of the Tiger, 2010, is going to be a beast for those involved in anything digital. Here are my top 10 picks for the changes we'll see this year. No doubt half are obvious and the other half will be wrong, so feel free to add your two cents in the comments. 18 Jan 2010 11:48
Primedia Unlimited announced late last week that Louise Birkner (de Winnaar) has been appointed as the company's group sales manager. 18 Jan 2010 05:55
The South African chapter of the Association of Proposal Management Professionals (APMP) will hold a forum on bid management entitled, Guerrillas in the Midst - and other bid management war stories at Harrowdene Office Park, Woodmead, Sandton at 5.30pm on 17 February 2010. 15 Jan 2010 07:24
[Adele Shevel] Retailers failed to receive the gift of ringing tills this year. "It's no great fireworks but it's better than we thought," is how Simon Susman, CEO of Woolworths, described the last four shopping days before Christmas. 29 Dec 2009 08:35
[Yolandé Stander] Indications for Eastern and Southern Cape retailers are it has been a case of “jingle tills” for many stores. Sales assistants at one major retail chain said that, despite the recession, big household appliances like washing machines, fridges and big- screen TVs had sold well. 24 Dec 2009 09:26