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Sales & Marketing

Business owners and sales leaders, this is for you

In the ever-evolving world of sales, one undeniable truth remains: the composition of your sales team is a direct reflection of your company's sales success.

Let’s group your sales team into four leagues:

·      Top performers – always above target over a quarter,

·      Consistent performers – on target over a quarter,

·      Under performers – not achieving target over a quarter, and

·      New hires (first three months in the role).

Seasonal business! How to ensure sustainability all year long

Article written by Marius van Wyk (ActionCOACH SA Garden Route partner & business coach)

As a coastal town, George is well-known for its tourism and hospitality sectors with traditionally seasonal businesses experiencing a current growth curve. Additionally, numerous third parties service these sectors, such as cleaning, maintenance, linen, laundry, interior design, canvas provision, and more.

According to the George Municipality, it is “the third largest municipality, in terms of population, in the Western Cape Province of South Africa and is situated in the Garden Route District of the province. The municipality serves 294 929 people from 85 931 households (Statistics SA 2023) across 28 wards including Uniondale and Wilderness – with service hinterlands geographically separated from the main city area in George.”

Don’t blame the tools: A salesperson’s prospecting reality check

In the fast-paced world of sales prospecting, it's easy to point fingers at our tools when results fall short. But let's face the reality: it's not the phone, email, or LinkedIn that's to blame – it's often our own lack of skill in wielding them effectively.

Too many sales professionals find themselves stuck in the "Call and vomit! Email and vomit! LinkedIn connect and vomit!" rut, where they bombard prospects with self-centred spiels about their company, their product, and their desire to meet. But here's the truth: nobody cares about any of that, and the dismal prospecting results reflect this harsh reality.

Prospecting: The last thing that many sales people want to do

In the world of sales, prospecting is often the unsung hero – the secret sauce that can fix everything, yet it's the last thing many salespeople want to do.

Picture this: after another month of missing his sales target, a weary salesman returns home to tuck his 5-year-old daughter into bed. As he listens to her innocent prayers, he realizes it's time to seek divine intervention for his sales woes.

Get seen with this marketing advice

With the rise of the internet, the price to be seen has gone down. Before the internet started you would have had to buy advertising in a magazine or newspaper or you would have had to pay a lot of money to get your advert to be seen on TV at prime time.

Nowadays if you have a cell phone, you can record your voice or a video, or write a piece of text and have it on various platforms in a matter of hours with it not costing you too much. But how many people are doing it? Not many and why? One of the main reasons is because we put value on what other people think about us. We need to leave the fear of judgement at the door and create content to inspire and add value to our clients. Here are six pieces of advice from Gary Vee to build a marketing strategy where you will be seen.

M-commerce vs s-commerce: what’s the difference?

As online shopping becomes more and more popular, the way you can shop and the items you can buy becomes more diverse. Many people know of e-commerce which refers to buying an item online through a website. But with the expansion of the internet and the development of social media platforms and mobile devices online commerce has diversified into m-commerce and s-commerce. Let’s take a look at what each one has to offer businesses, especially those whose target audience is millennials (18-34).

The basics of sales enablement

You have laid out your sales strategy perfectly and know who and how to target your ideal audience, but do you have the resources? You will need salespeople, content to send out to your ideal audience through the sales funnel, and education for your salespeople to use the resources and their skills to successfully get your audience to buy from you. Let’s look at the basics of sales enablement.

Sales enablement is divided into two sections. The first section is the resources made available to your sales team to encourage and entice your audience to buy from you. The second section is about how you train and motivate your sales team to succeed in reaching their KPIs successfully every month.

WhatsApp marketing for SMEs 101

According to recent studies, WhatsApp is ranked as the most used mobile messenger app in the world and the messages received on WhatsApp have an open rate of 98%. With these statistics in mind, WhatsApp looks like a prime app to market on. The other benefit of WhatsApp is that your ads are not subject to an algorithm for your client to see them. Let’s look at four ways to market your SME on WhatsApp.

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