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Month: September 2015

Don’t ignore these stats in your sales approach!

23. September 201518. November 2015 Riaan Pietersen

We don’t really like statistics but sometimes we need to take note in order to adapt our sales approaches. One thing is for certain, things have changed and it is […]

 Articles

Follow These 5 Steps To Attract Large Business Customers

17. September 201525. September 2015 Riaan Pietersen

In research, buyers reported there are 10 behaviours that most separate Business Customers sales winners from second-place finishers. Here are a few: Educate me with new perspectives Collaborate with me […]

 Articles

Why most sales training fails

12. September 201512. September 2015 Riaan Pietersen

Consider this question; How successful are: Baseball players that strike out 9 out of 10 times? Hockey goalies that let 9 out of 10 shots through? Entrepreneurs looking for funding […]

 Articles

Get Rid of These Sales Questions and replace them with Power Questions

11. September 201511. September 2015 Riaan Pietersen

Everyone is talking about how sales has changed and how we should “upgrade” ourselves to adapt to how customers buy. All the research and feedback from the top sales rainmakers […]

 Articles

Cold Calling Revisited: What if Sales is Not a Numbers Game?

9. September 20159. September 2015 Riaan Pietersen

For years, we’ve been told that sales is a numbers game. I remember back in the day when I started selling, there was a plan: call 10 people, see 3 […]

 Articles

Sales transformation is a six-step process.

7. September 20159. September 2015 Riaan Pietersen

The need for a significant shift in sales practices are based upon the changes in buying behavior, primarily brought by market conditions and new technology. Here are some of the […]

 Articles

How important is sales force deployment and specialization in sales?

6. September 20156. September 2015 Riaan Pietersen

  I always find it fascinating when speaking to sales people or managers about their specific markets and get this answer: “We sell to everyone and we don’t really point […]

 Articles

How technology drives goals and sales targets

3. September 2015 Riaan Pietersen

We love doing things that we are comfortable with and that doesn’t rock our comfort boats.Thats how we did it for years and achieved so why change? Well; when technology […]

 Articles

8 Things That Great Financial Planners Do!

1. September 20151. September 2015 Riaan Pietersen

Do You Share Any or All of these Characteristics? Over the past 25 years, Vince Valenti had the pleasure of meeting and working with many, many financial planners. However, only […]

 Articles

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    What our clients say

                                                                                                                                                                                                                                    

    Some clients

    Riaan is a dynamic and energetic leader who is never short on innovation. He continues to challenge the norm and deliver new and efficient ways to grow in your business. He has a great deal of international experience and truly understands how to adapt, modify and implement plans to succeed. In the end, Riaan brings an element of spirit and excitement to his consulting.

    Florian Ploner

    Florian Ploner

    Sales director | Discreet manufacturing - Capgemini Germany

    First of all: Thank you! Your help with the prospecting and cold-calling process has been extremely effective and Alana now engages like a pro. The advice to reposition the approach as an invite (“…. My boss has asked me to invite you”) was a stroke of genius! Last Thursday and Friday alone she managed to provisionally book more than 25 people for the trials.

    CEO | Xuviate IT

    CEO | Xuviate IT

    CEO | Xuviate

    Riaan has vast corporate B2B selling experience and understands why people buy.  Riaan challenged my thinking about our prospecting and first engagement methods. His teachings are now been passed onto other senior staff and leaders at our company. Riaan equipped me with the academics, street smarts and wisdom so that I can do what I need to do as well as help my colleagues on their sales journeys.

    Mohamed Bray

    Mohamed Bray

    Saratoga Software - Head of Advisory

    Riaan is visionary, industrious and has an enormous sense of commitment. He is driven and tenacious and has a very high level of energy. What makes him stand out from his peers are his abilities to implement solutions and follow through on those possibilities.

    Riaan has an uncanny ability to translate his experience into action. I can thoroughly recommend Riaan as someone that can channel knowledge into practical experience, solve daunting challenges and energize those around him.

    Mario Pretorius

    Mario Pretorius

    CEO Tele Masters Holdings Ltd - ALTEX listed Telco - South Africa

    Riaan has a high positive intelligence and has the gift to empower others.  He approaches his visions with determination & fun both in a highly professional way. His business acumen and sales experience helps to understand the processes much easier and implementation is then effective and results driven.

    Vera Galambos

    Vera Galambos

    Director | Cooperations & Alliances at Siemens - COM Strategy

    Riaan is a very driven and focused individual with the strong will to succeed plus the ability to motivate and lead by example.   I have not met many people with this mixture of  self-confidence and positive humbleness plus the ability to transfer knowledge in this way.

    Thore Marenbach

    Thore Marenbach

    Development Executive | Art Real Estate Management

    Riaan has an extensive scope of business expertise across the corporate board allowing for complete peace of mind. He has immense business experience that he has tailored and fine tuned, allowing his expertise to keep him ahead of  trends thus allowing you to benefit from his skills.

    Damon Giannoccaro

    Damon Giannoccaro

    Director | Worlds Innovators. - Hong Kong

    I have concluded much larger sales transactions and increased business pipeline converging. Simple strategies but very effective and tools that help me create and achieve higher goals.

    Kay Helsdorfer

    Kay Helsdorfer

    European Sales at Sympatex

    Riaan has consulted me over the past 10 years, with phenomenal results!  He is extremely reliable and has a sharp intellect for business. Besides for his high level of business accumen, he has consulted me through some difficult times and has always given excellent advise on many business issues. Riaan is results driven and delivers above expectation. Our sales have drastically improved and we have opened new markets due to his advise. .

    Jochen-Michael Thomas

    Jochen-Michael Thomas

    Sales Director | HK Limited - China

    Riaan is one of those individuals that you simply can't forget.His innate ability to question and learn is the type of approach that the world all over enjoys.

    His quick mind and intellect power gives the ability to create, assimilate and refine ideas and processes. I enjoyed working with him and am sure our paths will cross again and I certainly hope so.

    Alan Guinn

    Alan Guinn

    CEO | Guinn Organisation - USA

    Riaan implemented a prospecting strategy that delivered beyond my initial requirements. Through this prospecting methodology, my business has produced a constant flow of well qualified sales meetings and sales.

    Deon Katzen | MBA

    Deon Katzen | MBA

    Managing Director | Imports and Corporate sales - at Bella

    Riaan is a team player with the ability to deliver excellent results. He works hard, he is fun and productive, decisive and a true professional. I would recommend him to any sales organisation that is serious to grow.

    Paul Austin

    Paul Austin

    Ex Director BDO Spencer

    Screen Shot 2015-09-22 at 4.25.42 PM

     

    Coaching and training the advisors and groups from within the Elite Franchise Division of Old Mutual

    Old Mutual Agency Franchise Division

    Agency Franchise Division

    Screen Shot 2015-10-25 at 6.09.03 AM

    RMI Telecoms Joint Venture

    Own Industry Telco Negotiated 2013

    SAPTA Cape Town Meeting

    SAPTA Keynote Speaker

    SAPTA Event Cape Town 2015

    Screen Shot 2015-10-29 at 11.20.45 AM

    Keynote Speaking at Sales Events _ The Frazzled Salesman

    Keynote Speaking at Sales Events

    In the last six month, I have personally landed a 400K EU transaction as offspring from coaching done by Riaan. I am amazed how efficient and how focused Riaan is on helping businesses achieve higher goals. He is organized, highly knowledgeable in many industries and a great mentor in business. Every time work together, he inspires me with his way of doing business, advising others and I always take some of that home with me and improve my way.

    Michael Ruhe

    Michael Ruhe

    Founder | Digital Everything, Munich and Capetown, Winner of several EU awards
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