How to recruit top notch sales people [John Boe] Essentially a sales manager's primary responsibility is to recruit, train and motivate his or her sales force to achieve peak performance. Of these three vitally important tasks, recruiting is the least understood and by far the most challenging. 8 Aug 2008 12:01
How PowerPoint downed the space shuttle [Sid Peimer] Space shuttle Columbia orbited the earth for two weeks with an unknown hole in the wing due to a foam strike (the latter which NASA did know about). The craft burned up on re-entry, killing the entire crew. It also killed PowerPoint at NASA. These are the six cognitive traps that PowerPoint is so good at - and all six appear in a key slide that was used in a presentation by Boeing while Columbia was damaged but still flying. 6 Aug 2008 09:13
#1 sales event in South Africa - SALESGURU Publishing SALESGURU is hosting a smashing sales event in the month of August - for all sales staff, all esteemed sales leaders and everyone who sells for a professional living. If you only attend one event this year, it has to be this one. 5 Aug 2008 14:25
Do you have the right attitude for sales? - SALESGURU Publishing Ask any sales leader what they want in a salesperson and they will always start with attitude. We know this. We have asked hundreds over the years, and it is always the same. 5 Aug 2008 11:16
The seven deadly muda of pitching [Sid Peimer] In lean manufacturing lingo, Muda is a traditional Japanese term for activity that doesn't add value - is wasteful. Here are the seven muda as they relate to new business pitching. 31 Jul 2008 08:56
Clinton, Jack the Ripper and PowerPoint [Sid Peimer] What might have been if Dr Martin Luther King Jr. had faced his audience in the hot summer of 1963, not with the words, “I have a dream,” but instead, “I have a … PowerPoint presentation”? Or Winston Churchill read, “We shall fight them on the beaches, and the rest of the areas on this slide.”? The world would probably be a very different place. 16 Jul 2008 09:19
Four pitch presentation errors to avoid [Sid Peimer] The OJ trial was weird. Although I don't have any of the specifics, I do know that DNA can't jump and that if you're innocent you don't go driving away in a white Bronco with the entire police force on your tail. Or maybe you do. But that's beside the point. I was not a juror and OJ was found innocent. Marcia Clark, though, was guilty - of making four key errors in her pitch to the jury. 23 Jul 2008 09:17
Types of salespeople: the display salesperson [Peter Gilbert] In the fourth of my series on profiling types of salepeople, I take a look at the Quadrant IV or display salesperson, who is required if products are standardised, commodity products or services. 9 Jul 2008 09:33
Closing the deal - SALESGURU Publishing “Put. That. Coffee. Down. Coffee's for closers.” To many salespeople, ‘closing' is like hunting unicorns. It requires trickery, dexterity and perhaps even mystical powers that enable them to do things like read minds and predict patterns of behaviour. To Top Performers however, it is something that just tends to happen - often with the customer initiating the process - because they and their customer know that doing business represents a great win-win scenario. 7 Jul 2008 15:47
Types of salespeople: the relationship profile [Peter Gilbert] In this, the third of my series on types of salespeople, I take a look at the relationship salesperson (QIII), who is typically hard working, conservative in his or her views and very protective of “his” or “her” customers. 4 Jul 2008 09:15
Profiling the consultive salesperson [Peter Gilbert] In the second of my series on types of salespeople, the focus is the quadrant 2 (QII) consultive salesperson. Consultive salespeople are amongst the most difficult to find because it is a conceptual sale, focusing more on business outcomes or results, than product features and benefits. Unlike closers, consultive salespeople often move comfortably into management roles. 19 Jun 2008 09:45
Bizcommunity.com beefs up Gauteng sales team Senior Bizcommunity.com sales manager, Riaan Kriel, will head up sales in Johannesburg from 1 July 2008. His redeployment to the proverbial city of gold is part of the continued expansion and growth that the Bizcommunity brand has experienced year-on-year. 17 Jun 2008 14:04
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SALESGURU is hosting a smashing sales event in the month of August - for all sales staff, all esteemed sales leaders and everyone who sells for a professional living. If you only attend one event this year, it has to be this one. 5 Aug 2008 14:25
Ask any sales leader what they want in a salesperson and they will always start with attitude. We know this. We have asked hundreds over the years, and it is always the same. 5 Aug 2008 11:16
“Put. That. Coffee. Down. Coffee's for closers.” To many salespeople, ‘closing' is like hunting unicorns. It requires trickery, dexterity and perhaps even mystical powers that enable them to do things like read minds and predict patterns of behaviour. To Top Performers however, it is something that just tends to happen - often with the customer initiating the process - because they and their customer know that doing business represents a great win-win scenario. 7 Jul 2008 15:47
