News & Blogs
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Sales coaching vs sales training: what is the difference, and when do you need each?
Sales training is a one-off event that teaches your team a method, builds their knowledge and introduces new skills. Sales coaching is an ongoing, individualised process that embeds those skills into behaviour through regular reinforcement, practice and feedback. Most...
Leadership training in South Africa: what actually changes how leaders lead?
Leadership development that changes behaviour ties learning directly to the leader's real job context, includes behavioural practice rather than just conceptual models, and builds in coaching and reinforcement over time to close the gap between knowing and doing....
Lumina Spark vs DISC and MBTI: what is the difference?
A psychometric assessment is a structured, scientifically designed way to measure personality or behaviour. The main difference between these three psychometric tools is how each treats personality. DISC and MBTI (Myers-Briggs Type Indicator) sort people into fixed...
What is a psychometric assessment, and how do you choose one for your team? (South Africa)
A psychometric assessment is a structured, scientifically designed way to measure personality, behaviour or ability. These assessments are used in hiring to predict fit and performance, and in development to help people understand their natural strengths, working...
How to choose a sales training company in South Africa: a buyer’s guide
When you are evaluating sales training providers in South Africa, the decision comes down to one question: will this change behaviour, or just deliver content? The right provider measures outcomes, delivers research-backed methods, offers local support, and reinforces...
The double negotiation: Winning inside and outside the business
The double negotiation is Emma Pacey's term for the two negotiations senior commercial leaders manage at the same time: the external negotiation with suppliers, and the internal negotiation across marketing, finance, supply, operations and retail needed to...
Why B2B Sales Deals Stall, and How to Unstick Them
The deal that goes quiet is rarely lost to a competitor. It is lost to indecision, and that is a problem you can coach your way out of. Key Insights Most complex B2B deals now involve a group, not a person. According to Gartner, a typical business-to-business (B2B,...
AI and negotiation: why negotiation behaviours still shape successful outcomes
AI is changing how negotiators prepare. It can help gather information, analyse market data, compare alternatives, identify patterns and generate ideas faster than ever before. But while AI is changing preparation, it doesn't change the fundamental reality:...
Listening as a commercial advantage: Turning customer insight into performance
In commercial relationships, it is easy to assume that listening is already happening. Sales teams hold regular check-ins. Account managers ask how things are going. Customer success teams track satisfaction, adoption, usage, renewals, and risk. But in this episode...
The performance illusion – why training doesn’t stick
Your people are fine. It's the system that's broken. That's a pretty bold claim, but the evidence keeps pointing the same way. Every year organisations invest heavily in training, leadership curricula, change frameworks and compliance systems. Every year execution...