What's price got to do with it? - SALESGURU Publishing
Most salespeople aren't fools, yet they continue to close deals and sell their wares - be it office automation equipment, outdoor advertising or financial services - based on price. Why? Because the fundamentals of selling remain the same: It's easier to sell based on a low price. Or is it? 2 Oct 2008 14:11

The power of positive thinking in sales
[John Boe] In aviation, the word "attitude" is a term that refers to the angle that the plane meets the wind, if the wings are level with the horizon and whether the aircraft is climbing or descending. The pilot who fails to take responsibility for the attitude of his or her aircraft is in serious trouble. And likewise, any leader who fails to control his or her thoughts and take responsibility for their attitude runs a similar risk. 22 Sep 2008 09:04

Graham Willcock new RadMark MD
Radio media sales house RadMark has appointed Graham Willcock as its new MD, it announced this morning, Wednesday, 17 September 2008. Radmark represents five of South Africa's leading regional radio stations. 17 Sep 2008 10:48

Marketing the unseen
[Claus Jakobsen] Consumers respond best to what they can see. We buy a watch because it symbolises what we believe is our place in society: a fashionista or an elegant businessperson. Cars and clothes are highly visible statements of our individuality and we also often use them to make a statement about how far we've come in life. But what about invisible assets? 17 Sep 2008 09:26

OUTsurance celebrates R500 million in cash OUTbonus payments - OUTsurance
OUTsurance recently achieved a landmark total of R500 million in cumulative cash OUTbonus payments to its insurance clients. 15 Sep 2008 16:52

If you can't learn from this guy, you can't learn - SALESGURU Publishing
“People hate to be sold, but they love to buy.” That statement encapsulates a large part of sales legend Jeffrey Gitomer's teachings and informs a lot of his thinking. 1 Sep 2008 16:06

Scoring: a leading priority for marketers
[Lisa Cramer] Today, leads flow to marketing from ever-increasing online sources—email campaigns, the company website, Google AdWords and Google searches, webinars, online advertising, blogs and virtual trade shows—as well as from traditional marketing activities such as print ads, direct mail, trade shows and networking. This sheer volume of leads, or “suspects,” can be overwhelming. 29 Aug 2008 09:06

Six powerful prospecting tips
[John Boe] Why is it that some sales reps consistently earn a six-figure annual income while other reps, putting in the same hours, selling the same products and trained by the same sales manager struggle each month financially to make ends meet? The answer to this question is painfully simple: the six-figure sales reps spend more time on the phone and never forget to ask for referrals! 27 Aug 2008 08:35

Peddler or sales professional?
[Peter Gilbert] Much of what we know about sales and selling originates in the US. As the early pioneers spread out across America and created many new and essentially rural communities, the first salespeople, the peddlers soon followed. This American experience has been, to some degree, mirrored in many other countries, including South Africa. 25 Aug 2008 09:00

Belief is not action - the ‘uber' legend of pitching
[Sid Peimer] Most people really believe that smoking causes lung cancer. No one wants lung cancer, but people still smoke. When we sign up for the gym, we sincerely believe we will go three times a week. Most don't. This naivety of expectation seems built in - we cling to the expectation that if people believe something, they will act accordingly. It's not true. 19 Aug 2008 08:55

The case for sales force transformation
[Peter Gilbert] It is becoming increasingly difficult for companies to differentiate themselves by what they sell. If they are unwilling to differentiate themselves by how they sell, then they will, by default, end up differentiating themselves by how much they sell it for. 13 Aug 2008 09:03

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