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.

Last month, we looked at why Q3–Q4 can make or break South African sales teams, when momentum is either built or lost. This month is about the how: how to shift from chasing deals to leading the conversation, and how to position yourself as the partner clients trust while your competitor's scramble. By August, the […]