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

#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