Blog What we think

Jan

18

2013
The Mother City

The Mother City

I have moved to Cape Town. This is not such a dramatic thing, plenty of people see the light and move to Cape Town, but now that I have taken the plunge and moved, I cannot imagine why I didn't do it years ago. Cape Town is wonderful! Calling Cape Town the Mother City has always interested me. Why does it have such a name?...

Read More

Jan

11

2013
The 7 Habits of Highly Effective Sales Leaders

The 7 Habits of Highly Effective Sales Leaders

A sales leader is truly a rare breed of salesperson. A sales leader is respected by customers, friends, and colleagues. A sales leader is effective, not because he has a lot of money (although he often has) and not because he closes a lot of sales (although he often does). The real sales leader is effective because he is able to achieve great results by...

Read More

Jan

4

2013
Are You Ready

Are You Ready

Your market is changing!  How do I know that?  I know that because every market in the world is changing. If you were successful last year you will be tempted to do the same things this year and expect the same results. You will be disappointed! 2015 will not be like 2014 and the following year will be different again. That's just the way it...

Read More

Aug

7

2012

The Hunter, The Farmer, and The Farmer’s Wife

There are three distinct types of Sales People, The Hunter, The Farmer, and the Farmer’s wife. The Hunter The hunter is a wily character. He goes out each morning in search of his prey. He will research an area to find where the best meat is available and he will focus his efforts there. He will generally go for the big kill, not bothering with...

Read More

Jul

27

2012
10 things to do to help manage your sales team

10 things to do to help manage your sales team

How did you get to manage a sales team? Promoted sales person?  Side step manager? Business owner? Or maybe you just have to manage the sales team because nobody else wants the job. Whatever the reason, managing a sales team is different from managing any other group of people in the organization. By the very nature of the work they do, salespeople often have strong personalities,...

Read More

Jul

23

2012

Improving your Competitive Edge

It’s tough out there; we all know that. Customers have less to spend and we seem to have more competition fighting for less business. As the world recession continues to affect our economy customers tend to work harder to get what they consider to be the best value for their money. This puts greater pressure on us to deliver. Our business world is becoming more...

Read More

Jul

5

2012
Seven Steps to Differentiation

Seven Steps to Differentiation

Why bother to differentiate? I would like you to imagine that I have two boxes in front of me. The boxes are identical, what is in them is identical and they were both manufactured by the same company in Taiwan. Two different companies sell the boxes and the only difference between the boxes seems to be the price. Box A is priced at and box...

Read More

Jun

25

2012
It’s a Mission

It’s a Mission

A couple of days ago I had a different request from a Customer. "Richard, I would like you to join myself and the other board members at a meeting to discuss and finalise our new mission statement" It seems that the company had changed and the directors could not agree on a new mission statement. They wanted me to go along and facilitate the discussion...

Read More

Jun

8

2012
Management Vs. Leadership

Management Vs. Leadership

I have recently been reminded of Stephen Covey's story that illustrates the difference between leadership and management. It has been many years since I read Stephen Covey's words on the subject but from memory I will paraphrase the story as follows: The story is set in the Amazonian jungle hundreds of miles from civilisation and the task at hand is the process of cutting a road...

Read More

Page 7 of 8« First...45678
UA-58117761-7