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The B2B buying power shift
The B2B buying power shift

Online media has created a power shift, a buying power shift, from the hands of the sales team to the hands of the people, the consumers. This new phenomenon must be carefully considered...

By Sibongile Lehloo 26 May 2015 13:25

[NewsMaker] Shauna Carter
[NewsMaker] Shauna Carter

Shauna Carter has just taken up the position of National Sales Director for MaxAxion. Carter is the former regional head of sales at Mxit. She joined Mxit in 2008 as account manager...

By Louise Marsland 20 May 2015 07:41

Ray Meiring
Ingredients for a winning pitch book

A lot goes into winning a pitch. From getting the fundamentals right to sheer chemistry, you never know what could sway a decision in your favour...

By Ray Meiring 15 May 2015 13:53

Chris Moerdyk
It's 'battening the hatches and don't spend money' time again

It is a phenomenon that occurs as regular as clockwork and would be quite amusing if it wasn't quite so serious...

By Chris Moerdyk 28 Apr 2015 07:21

Harry Welby-Cooke
Why you need to test your business idea first

If you were given the choice between launching a business built around a sleek new gadget, or starting a second-hand clothing and shoe store, what would you choose?...

By Harry Welby-Cooke 21 Apr 2015 14:38

Not interested or not qualified?
Not interested or not qualified?

The other day I got a connection request from LinkedIn. The person's profile was very scarce, but I accepted the request as I am on a mission to elevate the reputation of sales and its practitioners...

By Monika D'Agostino 6 Mar 2015 08:00

A new approach to increasing profit
A new approach to increasing profit

Conventional businesses over simplify their definition of profit as the difference between sales and expenses. With this approach, there are only three variables that can be manoeuvred or improved to influence profitability...

By Harry Welby-Cooke 24 Feb 2015 15:03

Malcolm McDonald
Why most companies get KAM hopelessly wrong

Ask any director of any company what their biggest challenges are and the answer will always include something about how to deal profitably with big, powerful customers...

By Malcolm McDonald, Issued by Strategic Business Services 11 Feb 2015 10:13

Excellent selling combined with poor marketing, can seriously damage a company's health
Excellent selling combined with poor marketing, can seriously damage a company's health

The separation of the sales and marketing functions organisationally has had a major malign effect on the reputation of both disciplines. In this article we address the issue...

By Malcolm McDonald, Issued by Strategic Business Services 9 Feb 2015 12:44

Harry Welby-Cooke
Creative ways to generate cash flow

After profit, cash flow is the most critical element for keeping a business sustainable. For new entrepreneurs, launching a business can be almost impossible without ready cash available...

By Harry Welby-Cooke 4 Feb 2015 14:13

Rose Setshoge
B2B marketers: don't just generate leads in 2015, produce convertible ones

Believe it not, lead generation still keeps most marketers awake at night! Although this is one of the vital marketing functions, it needs collaboration with the sales team in order to be effective...

By Rose Setshoge 27 Jan 2015 13:45

Waking the dead: Increased sales from "beyond the grave"
Waking the dead: Increased sales from "beyond the grave"

This article is about turning marketing into sales. It's about mining the database you already have, about what your business can (and should) be doing to better nurture marketing leads into prospects...

By Brandon Faber 23 Jan 2015 13:59

Monika D'Agostino
Intentions (no resolutions) for 2015

For the last couple of years, I have set intentions rather than New Year's resolutions. For one, intentions are "the thing that you plan to do or achieve: an aim or purpose" as opposed to a resolution...

By Monika D'Agostino 14 Jan 2015 13:57

Feed your customers festive this season
Feed your customers festive this season

The build-up to the festive season takes meticulous preparation - depending on how particular you are. It also causes untold stress and is always over far too soon...

By Catherine Milward-Bridges 4 Dec 2014 11:14

Seven ways small businesses can use technology to boost sales
Seven ways small businesses can use technology to boost sales

Small business owners are always looking for an edge to help them maximise their profits. One way to do that is by using technology to your company's full advantage...

By James White 20 Nov 2014 14:07

Pieter Scholtz
Sales made simple

No matter what your product or service is, you have to sell to stay in business, so you might as well make up your mind now to become a winner at the sales game...

By Pieter Scholtz 29 Oct 2014 14:00

[NewsMaker] Catherine Robson
[NewsMaker] Catherine Robson

Louise Marsland chats to Habari's Catherine Robson in our regular [NewsMaker] series...

By Louise Marsland 29 Oct 2014 09:04

Andrew Cook
Six of the worst customer service practices... and how to fix them

Customer experience management (CEM) is a strategic process that companies should implement across the entire organisation to look after their customers...

By Andrew Cook 28 Oct 2014 15:00

How to use social CRM to simplify your business and increase sales
How to use social CRM to simplify your business and increase sales

Managing customer relationships is something that many businesses struggle with and can be a hindrance to long-term success...

By James White 9 Oct 2014 07:37

Daryn Smith
How inbound marketing improves your corporate sales strategy

One of the upshots of implementing an inbound marketing strategy is that it results in a better corporate sales strategy. Marketers who implement inbound marketing...

By Daryn Smith 30 Sep 2014 10:53

Trust - the new commodity in business
Trust - the new commodity in business

The Edelman 2014 Trust Barometer research shows that only 17.5% of people around the globe trust their business and government leaders to tell the truth and solve social problems...

By Danette Breitenbach 23 Sep 2014 09:25

Lauren Heap
Shifting to the next phase of CRM: Marketing automation

One of the trends that has undoubtedly come to the fore over the past several years is marketing automation, which harnesses both the intelligence and convenience...

By Lauren Heap 30 Jul 2014 14:30

Louise Marsland
Encouraging consumers to increase basket size

How many times have you walked out of a shop with everything but the one item you actually went in to buy? Or been unable to resist 'temptation aisle' at the tills, buying the snacks you didn't intend to? It's all designed that way...

By Louise Marsland 25 Jul 2014 06:38

Gert Swart
How speech analytics is changing the contact centre

Contact centres, like most contemporary companies, have to deal with ever increasing quantities of data, with the number call recordings, analytics and other metrics being added daily...

By Gert Swart 24 Jul 2014 14:00

A salesman that never sleeps: the persuasive power of video
A salesman that never sleeps: the persuasive power of video

In a global marketplace where people are bombarded with a neverending stream of information from hundreds of companies every day, how do you stand out from the crowd and make sure you're understood?

By Adrian Burger 23 Jul 2014 13:00

Chemory Gunko
Six things your website should do for you

If there's one thing that B2B marketing has taught me, it's that your marketing collateral is actually one of your most important business tools...

By Chemory Gunko 16 Jul 2014 12:21

Which do we need? More sales education or sales training?
Which do we need? More sales education or sales training?

Although there are an encouraging number of exceptions, tertiary academic institutions around the world have largely ignored sales, dismissing it as a craft or a trade, not worthy of...

By Peter Gilbert 13 Jul 2014 12:39

How to sell out your book in two months flat
How to sell out your book in two months flat

As a new author, I had no understanding of what went into making books successful and, essentially, I waited for the publishers to tell me what to do. They didn't... (video)

By Douglas Kruger 11 Jul 2014 07:05

Lyndsey Moorhouse
How systems training can super-charge your customer service processes

South African organisations have a significant opportunity to improve their customer service performance, by more closely aligning their back-office people and processes with those in the front-office...

By Lyndsey Moorhouse 8 Jul 2014 15:11

Making smarter online advertising decisions
Making smarter online advertising decisions

Online advertising is about figures and goals. Impressions, click-through rates and unique visits. The beauty of online is that it is meant to be 'all about the numbers'...

By Veruschka Khan 2 Jul 2014 07:06

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