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Roles of sales critical in customer-centric environment
Roles of sales critical in customer-centric environment

The role of sales is underestimated, as it has had to evolve dramatically, because of the connected world we live in, and adapt to the new customer that this has bred...

By Quinton Pienaar 22 Jun 2016

Sales force automation software solves sales peoples' woes
Sales force automation software solves sales peoples' woes

In the rapidly rising digital economy, sales people need technology to work harder for them, to make knowing and understanding the customer easier, as well as streamlining the sales process as much as possible...

By Quinton Pienaar 30 May 2016

Four online sales marketing tips for beginners
Four online sales marketing tips for beginners

When you run an online e-commerce business, the first thing you need to have is free flowing traffic to your site...

By Hicks Crawford 9 May 2016

How to enhance online sales using web analytics
How to enhance online sales using web analytics

Nowadays, many businesses that have a website check their metrics using different web analytics tools. However, in most cases, business owners don't know how to interpret and use the web analytics results to improve their businesses...

By Charles Mburugu 12 Apr 2016

10 essential tools to increase sales productivity for SMBs
10 essential tools to increase sales productivity for SMBs

In order for a business to survive today's competitive environment they have got to make sales. Sales do not just come to businesses; businesses have to look for them...

By Peter Davidson 16 Feb 2016

Gareth Mountain
Four points to consider before setting up a direct marketing capability

The insurance and banking industries have led the way in disrupting the face-to-face (broker) sales processes by building very strong internal direct sales capabilities...

By Gareth Mountain 12 Feb 2016

The game of sales and marketing
The game of sales and marketing

While watching the CAF Confederations cup between Orlando Pirates and Tunisia, I couldn't help but notice a couple of 'sales and marketing relationship strategies' from the players...

By Cecilia Mohlala 2 Dec 2015

How to go from a service provider to a trusted advisor
How to go from a service provider to a trusted advisor

One of the biggest mind shifts when it comes to managing relationships with customers as a business to business (B2B) company is that the rules of customer engagement have changed...

By Farren Roper 27 Nov 2015

Kevin Lourens
Data-driven marketing and sales

Marketing and sales are the genesis of organisational growth and success and while noble and necessary, as disciplines, they are not without their detractors...

By Kevin Lourens, Issued by NATIVE VML 24 Nov 2015

The power of social media for business to business marketing
The power of social media for business to business marketing

Social media is a conversation. For a business, it's a conversation that drives awareness and traffic, builds your brand loyalty, triggers opportunities and helps you connect with client needs...

By Tamsyn Kiddle 30 Oct 2015

Don't let the touch screen replace the personal touch
Don't let the touch screen replace the personal touch

In this always-connected world where anyone is just a click of a button away, too many of us are concentrating on the button instead of the customer...

By Scott Cundill 28 Aug 2015

Five tips for managing your sales territory
Five tips for managing your sales territory

Sales territories can be a touchy topic at the office, especially if you're looking to divide them or break them up in any way. Some people hate the idea of having to only work within a specific territory, but it's actually quite helpful for a variety of reasons...

By James White 10 Aug 2015

Why a service strategy - and how?
Why a service strategy - and how?

In the conversation about service, the strategic issue of delivering customer value has been largely ignored...

By Sid Cohn 6 Aug 2015

Lee Child
How to help your sales team produce their own proposals without a marketing nightmare

A good proposal is the backbone of a successful sale. A creative, concise and well-written document can convince prospects who need more 'proof' of your company's expertise and experience...

By Lee Child 20 Jul 2015

[NewsMaker] Michelle Vahl
[NewsMaker] Michelle Vahl

Michelle Vahl has been appointed NAB Sales Manager (Johannesburg). She oversees a team of 13 sales people across both NAB and Habari Media...

By Louise Marsland 1 Jul 2015

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

[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

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

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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

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

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

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

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

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

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

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

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

Intentions (no resolutions) for 2015
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

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

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

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