In a recent post, we spoke about the danger of only targeting the CEO when building a prospect list. The point was not that CEOs are unimportant. Of course they matter. The point was that one senior name does not make a strong route into a business. This article takes that idea a step further. […]

Many small and medium-sized businesses set annual sales targets but struggle to manage the sales process consistently enough to achieve them. Whether you are a business owner, founder, sales manager, or salesperson, understanding how to manage your sales pipeline, activity levels, and follow-up discipline is what ultimately determines performance. The goal isn’t usually the problem.

Build Before the Break As the year edges toward its close, most companies start shifting focus from growth to wrapping up. Teams prepare reports, chase the last invoices, and plan year-end messages to clients. But for those who understand how momentum works, November isn’t the end of the race — it’s the start of the […]

For many companies, the final quarter of the year feels like a frantic dash to hit revenue and sales targets before December 31st. The temptation is to chase low-hanging fruit, quick wins that pad the quarter but rarely translate into sustainable growth.

Something unique to South Africans, and specifically South African businesspeople, is the rhythm of the year created by a larger-than-usual number of public holidays, especially in the first half of the year. We have seven between January and the start of July, and only five after July, three of which are in December. In my […]

Twenty, Twenty Thrive has arrived! Like an unopened book brimming with the promise of high adventure, hidden treasures, and the occasional scallywag lurking in the shadows, 2025 feels ripe with possibility. As a salesperson—and eternal optimist—I can’t help but hope for the best. Worry never filled a sales pipeline, after all, and Indiana Jones never […]

Welcome back to the MADjozi Sales Blog! As we close out 2024, it’s the perfect time to reflect on what has been a transformative year for our team and business. From tackling challenges to celebrating successes, this post highlights the journey we’ve been on and the lessons we’ve learned along the way. Let’s dive in. […]

Many sales professionals think that prospecting is about selling. Prospecting is about qualifying to see if a prospect is indeed the right fit for your organisation. Essentially, it is about disqualifying a prospect.  Most sales professionals face the challenge of having KPIs to achieve, which can set them and their organisation up for failure. Two […]

In the dynamic world of sales, achieving consistency is crucial. Meet Alex, a seasoned sales executive navigating the busy landscape of client engagements and business development. Each day, Alex juggles client meetings, resolves product issues, follows up on payments, and manages various operational tasks—all while striving to maintain a steady flow of sales activities. This […]

Developing effective sales targets is critical to the success of any business. Yet, for many business owners, understanding how to set these targets can be a daunting task. Let's discover how to create impactful sales targets. These are vital for your business's growth and ongoing success. Sales targets serve as guiding metrics that propel your […]