Latest insights

In today’s hyper-competitive information age, product-focused selling – where power resides with the seller – just won’t cut it anymore. The pandemic has forever changed how people shop, how they manage their finances, and how they care for themselves. This is why many see consultative selling — which gives the buyer more power — as the future of sales. Today’s buyers see their purchases as investments and need to be reassured that you care about their needs, not just how much business they can send your way. Consumer trust has been shaken due to food safety and quality

So here we are in April 2022. It has been exactly 2 years since the world flipped on its head. Just as things looked like we were beginning to soar above it all we have 2 very important contributor countries to the stability of the world’s economy at war. Sitting at this precipice of uncertainty once again is all too eerily familiar. The decades-old symbol for the performing arts—the laughing mask and the crying mask side by side—comes to mind. Until we have seen the performance play out we have no idea whether this is going to be a tragedy or a

So here we are in April 2022. It has been exactly 2 years since the world flipped on its head. Just as things looked like we were beginning to soar above it all, we have 2 very important contributor countries to the stability of the world’s economy at war. Sitting at this precipice of uncertainty once again is all too eerily familiar. The decades-old symbol for the performing arts—the laughing mask and the crying mask side by side—reminds me of this. Until we have seen the performance play out we have no idea whether this is going to be a tragedy or

In a sales representative’s ideal world, every pitch would elicit an enthusiastic “yes” right off the bat. Yet as sales reps know all too well, the real world doesn’t work that way. Pitches and presentations sometimes fail for reasons beyond a salesperson’s control. However, in most cases, their shortcomings can be attributed to one or more tactical errors. Like any skill, mastering the art of sales takes time and practice. By learning to recognize some of the common mistakes sales reps make, you and your team can avoid them. Let’s look at several examples of

Remote work is not a new concept. Telecommuting was first introduced to the business world in 1973, in response to an OPEC oil embargo and ensuing energy crisis in the US. While the policy has steadily gained traction ever since, it wasn’t until 2020 that companies adopted remote work wholesale. As the early stages of the Covid-19 pandemic forced everyone into their homes, businesses relied on this work setup to continue operations and ensure their employees’

In the recently release Budget Review, it was revealed that, despite increasing by 10.3% in the first three quarters of last year, relative to the same period in 2020, manufacturing production remains well below pre‐pandemic levels. Furthermore, the outlook remains subdued. The Budget Review noted that business confidence indicators point to constrained conditions. These indicators include supply chain disruptions and higher production costs. It is clear that the sector remains susceptible to ongoing supply and logistical challenges. “Compounding this is the decline of our ports

No matter whether it’s B2B or B2C, relationships can be difficult to manage. Manufacturers working with distribution partners sometimes have difficulty aligning goals that sit askance from one another. Maintaining brand consistency as products move through complex distribution networks can prove to be an additional frustration. However, overcoming these challenges and fostering collaborative partnerships with industry distributors is essential. Effective partnerships thrive on the symbiotic nature of the relationship – with each party helping the other, productivity increases

Skynamo’s Sam Clarke (CEO) and Wim Morris (COO) talks to The Margin about the challenges that comes with growing a global salestech business. With offices worldwide and $30 million in funding secured in February 2021, Skynamo now leads the field in sales management technology. Yet this Stellenbosch-based startup grew from a group of technologists with the right skills finding a target market that needed a solution they were capable of building. “Our background is in technology. We had the technical competencies of software development,

Businesses and consumers alike have had to weather several shocks over the past two years. In this article, I advise how businesses can make 2022 a year for rebuilding and taking advantage of new opportunities. During 2020, 42% of small businesses closed during lockdown, according to financier FinFind. Unemployment is at its highest ever levels, at 35%, while the July 2021 riots and an unstable electricity supply have added to business woes. 2021 ended

Creating sales success is easy when the data is captured and interpreted smartly. Monitoring analytics closely allows sales teams to refine their strategies and target key areas. In fact, in a recent survey of more than 1,000 sales organizations around the world, McKinsey found that 53% of those that are “high performing” describe themselves as prolific and effective users of