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www.designindaba.co.za | biz twitterfall | news | blogs | videos | galleries | special edition newsletter 2010
The IT Sales Model Is Broken[Peter Gilbert] We are in the midst of a genuine revolution in the way IT sales are made. At the heart of this revolution is the issue of competing on value. In many cases, the differences between traditional sales approaches and value-based selling appear to be subtle, but in fact, they are profound, requiring changes in strategy, corporate culture and selling skills. 1 Jan 1900 00:00 Is your sales force a dinosaur?[Peter Gilbert] In an environment where customer demands predominate because competition is both relentless and increasingly international, the world of selling must accommodate a dramatically changed world of buying. 1 Jan 1900 00:00 Beating the 80/20 Rule in sales productivity[Peter Gilbert] Salespeople who spend at least half a day in the field with their managers, are up to 10 times more productive than those who do not have the benefit of that much personal coaching. 1 Jan 1900 00:00 Investing in communications - Grapevine Communications[Marketing Mix, April 2001] The promotions, advertising and communications fraternity is under increasing scrutiny by clients to justify costs and quantify performance. The communications industry needs to respond to these heightened demands by focusing corporate efforts on developing long-term brand-building partnerships with clients. 14 Apr 2001 15:53 Selling techniques for small businessThe Brain has many interesting South African and international links including "Understand your customer", "Closing the sale" and everybody's favourite, "Making cold calls". 6 Jul 2001 00:29 The SAARF LSM has become the most widely used marketing research tool in South Africa !The SAARF website provides an interesting explanation of many terms thrown around Marketing circles, but very seldom understood including LSM, AMPS and sub-divisions of segments. 6 Jul 2001 00:18 Digital Newspapers - The Shape of the FutureThe World Association of Newspapers is going digital with the launching of its newest project at the World Newspaper Congress and World Editors Forum. The first publications will be offering digital, downloadable versions of daily newspapers through the internet, including all the ads, graphics and photographs the paper product provides. 5 Jul 2001 23:01 Local content of TV commercials plungesAccording to Tony Koenderman of the Financial Times: "Only about half the commercials shown on TV are made in SA." 5 Jul 2001 19:47 Abis keeps track of SA's Internet growthThe Audit Bureau of Internet Standards (ABIS) released figures on 22 February 2001 which indicates that offline advertising works well to drive online trafic !!!. Visit their website and relay this information to your clients. 29 Jun 2001 00:04 Usability vs. design: the fight for the Web's vibrant soulWeb sites are meant to be used, and users approach each Web site with two fundamental needs: to find specific information, and to be informed on what's important. So, Web sites should be designed with that in mind. Usability is a science, bringing a mix of academic and practical skills to Web site design. Whatever your aim, a well designed and usable site will positively affect the outcome of your initiatives. Conversely, poor site design will seriously impair your results. 28 Jun 2001 23:53 Primedia reshuffles boardPrimedia has announced that Paul Nkuna, an existing Director of Primedia, has been appointed as chairman of the board. He takes over from Issie Kirsh, a founding member of Primedia and Chairman for the last seven years. Issie Kirsh will remain on as a director of the company. 28 Jun 2001 23:32 Update or DieIn addition to providing access to valid information to two critical target markets (the investment community and the media), a well designed and fully-functional press room can save the company money, provided the target markets have been conditioned to visit the site. 28 Jun 2001 15:19 A renaissance in the Mother CityThe increase of agency mergers in Cape Town - the White House and Johannesburg's AM-C formed DDB SA, the 3D Agency and IMA came together as Blueprint, and Young & Rubicam acquiredTholet Sievers to form Y&R Tholet - has played a big role in the renaissance of Cape advertising which began last year. 27 Jun 2001 17:32 |
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