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Sales People Profiling

Sales People Profiling Have you employed Sales People who don’t sell anything? Would you like to find out how you can improve the performance of your current sales team? Do you want to be sure that you have the right sales person before you employ them? This analysis measures how well a person fits a […]

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Not Selling the Whole Solution

The Situation A medical-equipment company with a good product was thriving in a growing market after years of increasing demand. The company was number one in the market, but its service revenues were down because its sales reps were selling only the equipment and initial training. The company’s service revenues were the most profitable aspect […]

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Critical Sales Performance Indicators or Metrics

The Situation A medium-sized technology training company business owner was getting ready to retire and hand over to the sons. The market was good. For the last two and a half years, the company had been cleaning everything up and repackaging itself to ensure that the exit strategy worked. Its growth and market positions were […]

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Promoting Top Rep To Sales Manager

The Situation A large software company was experiencing eroding market share, tougher competition, and slipping value proposition. The company had invested heavily in different kinds of sales training including sales tactics, major account planning, and how to talk with “C”-level executives. However, 75% of the sales people were missing their quotas and overall sales were […]

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The Sales Process Gone Wrong

The Situation A professional services company had a number of trainee sales reps. None of them hit their sales targets. The MD was irritated because they had a great direct-mail program that was pulling in many calls. However, the conversion rate from call to sale was low, and generating less sales than projected in the […]

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An Elevator Pitch Is Not Just For Networking!

Remember the last blog on elevator-pitch? That business that increased their income by 400% in the month that they developed their new elevator pitch. They went from a 5 figure annual income to a five figure MONTHLY income. That’s no coincidence. That’s the power of taking the time to create a powerful and persuasive elevator […]

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Do You Have A Killer Elevator Pitch?

As you listen to sales trainers talking about the elevator pitch, most business owners wonder if all the effort required to develop a “killer” elevator pitch is really worth all the time and energy it takes to create it. If you’re wondering the same thing, just consider the case of my clients in Cape Town. They […]

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Contact Lorna

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Team Building

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Business Golf and Sales Training

In business or sales but don’t know how to play golf? You know the deal, you get invited to those 4 balls, and yet you have never played golf, so you miss out on the opportunity to meet the executives of that company on your list of imperatives for this year. That’s why we are […]

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