Latest news with #Malherbe
Business Insider
9 hours ago
- Business
- Business Insider
The sales expert who turned empathy into a million-dollar strategy
There is something to be said about entrepreneurs who listen to their customers more than they listen to their own ideas. JP Malherbe discovered something most sales professionals miss entirely: genuine understanding beats aggressive pitching every single time. At 29, this South African sales leader has become one of the highest-paid sales leaders in his home country according to South Africa Career Junction, proving that customer insight can generate extraordinary financial results. His "Empathy Beats Selling" methodology has powered BizDev Labs to secure over $1 million in new business within just six months. Together with Roy Itzhaki, their business has secured deals with Start ups who reached Unicorn status or Billion Dollar valuations " From the moment I partnered with JP, the business gained momentum like never before. He completely transformed the company by creating a sales system and building a pitch that landed us record-breaking clients," says Roy Itzhaki, Forbes 30 U30 Founder of BizDev Labs. Building High-Performance Teams That Accelerate Startup Growth BizDev Labs operates with a clear mission: build the most high-performing teams of business development representatives in the world to accelerate growth for Startups. The company has served over 100 high-growth B2B SaaS startups, and the information garnered from those endeavors helps founders understand their market dynamics better. Malherbe's sales process has become the backbone of this operation, generating leads that propel companies forward at remarkable speeds. The effectiveness of Malherbe's business strategy is undeniable: BizDev Labs clients have achieved and even exceeded their business goals, attributing this success to Malherbe's ability to create systematic processes that go beyond traditional sales tactics. His methodology focuses on understanding prospect fears and motivations rather than pushing products, creating authentic connections that translate into substantial business outcomes. The Empathy Approach That Changed Everything Malherbe's "Empathy Beats Selling" framework represents a departure from conventional sales practices. Rather than relying on pressure tactics or scripted presentations, this method emphasizes genuine understanding of client challenges and aspirations. The approach has proven particularly effective in the competitive North American market, where Malherbe has successfully positioned BizDev Labs against established competitors. Business to Business Lead generation is one of the toughest markets to sell in. It has alot of noise and almost every customer you speak to has had a bad experience working with an outsourced BDR agency. It's also extremely competitive with companies willing to race to the bottom to win business. The Empathy Beats selling cuts through noise by helping sales professionals understand true client motivations. JP Malherbe developed this system after recognizing that prospects respond more favorably to authentic concern than to aggressive selling techniques. His success rate demonstrates the power of this philosophy: "50 to 60 percent of your career in sales lies in making sure you get yourself into markets that are burning to have what you are keen on selling," Malherbe explains, emphasizing the importance of market alignment alongside skill development. Inspiring International Career Advancement JP Malherbe's journey from South Africa to North American markets could be seen as a blueprint for other professionals seeking international opportunities. His success challenges the common belief that local talent cannot compete on global stages. Through his work at BizDev Labs, he has demonstrated that geographic location does not limit professional impact when skills and innovation align with market needs. Malherbe actively encourages other South African professionals to pursue international career advancement by developing the right skills for their trade and expanding their expertise to suit the bigger business world. His recognition for international business achievement in South African business highlights the potential for local talent to excel globally. Malherbe's story provides concrete evidence that professionals can build world-class careers regardless of their starting location.
IOL News
12-05-2025
- Business
- IOL News
Calgro M3 addresses South Africa's housing shortage through robust development pipeline
Calgro M3 has nine integrated housing developments contributing to revenue and profitability in Gauteng and the Western Cape currently underway, while it is putting down the infrastructure for the 20 000 unit Bankenveld project, near Sandton. Image: Leon Nicholas/African News Agency (ANA) Calgro M3's robust development pipeline is helping to address South Africa's serious housing shortage, but more needs to be done to lower the barriers to entry in the affordable housing sector, said the group CEO Ben Pierre Malherbe. He was interviewed at the release on Monday of the integrated development and memorial park group's annual results for the year to February 28, which showed it had maintained profit margin growth, continued to expand in both business segments, and all in spite of revenue pressures and a decision to temporarily slow production in the first half. The group had 36 000 residential opportunities secured at the end of the financial year, he said. The pipeline includes the newly acquired Bankenveld District City Development near Sandton, which will add in excess of 20 000 units to the group's pipeline. Malherbe said that for companies wishing to enter the low-cost housing market, it was a long development cycle compared with other countries, in that in South Africa, developers first have to establish bulk services and infrastructure, before building, a process that could add up to two years to the development time and costs. In many other countries, these costs are borne by the government in one way or another. Calgro M3, in partnership with joint venture partner Eris Property Group, exercised the option to acquire the Bankenveld land in September 2024. The development presents an opportunity for the group, which is currently on site working on the infrastructure, he said. Located near the Sandton and Waterfall City hubs and bordering Alexandra and the Marlboro Gautrain station, the project represents the last large-scale undeveloped property in the Sandton area and is well suited to meet the needs of most South Africans to be located more closely to their places of employment, said Malherbe. The first phase of infrastructure installation started in the first quarter of 2025. The results showed revenue and profit fell by 32.68% and 15.19%, respectively. This was from a decision to slow production in the first half due to political uncertainty around the elections, as well as to unlock existing stock value by leveraging prior investments in land and infrastructure costs. But gross profit margins increased to 29.43% from 27.21%, exceeding the target range of 20% to 25%. Cash increased by 26.16% to R154.7 million from R122.6m. Net debt to equity level was stable at 0.65 from 0.63 last year. Headline earnings per share decreased to 171.36 cents from 188.95 cents. The final dividend was lowered to 8.64 cents per share from 9.49 cents. Revenue had decreased to R868.9m from R1.29 billion. 'Our year was marked by resilience…we are pleased with the results when one thinks about the uncertain environment we traded in last year,' he said. Although interest rates began trending downward in the latter half of 2024, the full impact on home loan affordability was only expected to materialise by the third quarter of 2025 – about nine months after the rate cut cycle commenced. He said the gross profit margin benefited from historic land and infrastructure costs that optimised margin growth, a focus on open market sales, and stringent cost control. For the year, group revenue and profit fell by 32.68% and 15.19%, respectively. The residential property development segment, the most significant contributor to group performance, has nine active projects in Gauteng and Western Cape, all contributing to revenue and profit, with the products ranging from fully subsidised to premium homes above R3m. 'This diversity allows us to navigate current economic and market conditions effectively. Our focus is on delivering value-for-money homes in integrated developments and lifestyle estates, reaching a wide spectrum of different market segments with a keen focus on those in dire need of housing,' Malherbe said. The focus on delivery mix and the shift to greater open market sales had significantly contributed to growth in the group's gross profit. Video Player is loading. Play Video Play Unmute Current Time 0:00 / Duration -:- Loaded : 0% Stream Type LIVE Seek to live, currently behind live LIVE Remaining Time - 0:00 This is a modal window. Beginning of dialog window. Escape will cancel and close the window. Text Color White Black Red Green Blue Yellow Magenta Cyan Transparency Opaque Semi-Transparent Background Color Black White Red Green Blue Yellow Magenta Cyan Transparency Opaque Semi-Transparent Transparent Window Color Black White Red Green Blue Yellow Magenta Cyan Transparency Transparent Semi-Transparent Opaque Font Size 50% 75% 100% 125% 150% 175% 200% 300% 400% Text Edge Style None Raised Depressed Uniform Dropshadow Font Family Proportional Sans-Serif Monospace Sans-Serif Proportional Serif Monospace Serif Casual Script Small Caps Reset restore all settings to the default values Done Close Modal Dialog End of dialog window. Advertisement Video Player is loading. Play Video Play Unmute Current Time 0:00 / Duration -:- Loaded : 0% Stream Type LIVE Seek to live, currently behind live LIVE Remaining Time - 0:00 This is a modal window. Beginning of dialog window. Escape will cancel and close the window. Text Color White Black Red Green Blue Yellow Magenta Cyan Transparency Opaque Semi-Transparent Background Color Black White Red Green Blue Yellow Magenta Cyan Transparency Opaque Semi-Transparent Transparent Window Color Black White Red Green Blue Yellow Magenta Cyan Transparency Transparent Semi-Transparent Opaque Font Size 50% 75% 100% 125% 150% 175% 200% 300% 400% Text Edge Style None Raised Depressed Uniform Dropshadow Font Family Proportional Sans-Serif Monospace Sans-Serif Proportional Serif Monospace Serif Casual Script Small Caps Reset restore all settings to the default values Done Close Modal Dialog End of dialog window. Next Stay Close ✕ Amid challenging economic conditions and the large volume of stock on hand, the group prioritised the completion of infrastructure installations across its existing development pipeline. Significant progress was made in completing bulk infrastructure requirements in the Fleurhof development. Malherbe said he anticipated gross profit margin growth might fall to within the targeted range in the new financial year. The Memorial Parks segment delivered another year of growth with its revenue contribution to the group increasing to 8%, up from 4% in the previous year, reflecting significant growth and expansion. Cash receipts grew by 41.3% in the year. 'This business segment met its target of covering group overhead costs. This upward trend reflects success in our improved sales strategies, increased market penetration, and enhanced customer confidence,' said Malherbe.
