"Today's sales environment mandates that sales be approached as both an art and a science," said Thabo Molefe, commercial and marketing director of LexisNexis South Africa. The firm operates in a relatively conservative market, providing content and technology solutions for professionals in legal, corporate, tax, governmental, academic, property and non-profit organisations. To ensure its continued success, Molefe has led a sales transformation that began several months ago and is already beginning to bear fruit with a number of high-value deals under the firm's belt.
Molefe views the following as important trends shaping and shifting the sales industry:
By paying attention to these trends and implementing measures to stay ahead of the curve, Molefe believes that sales organisations can begin to reap real benefits and close those coveted deals.