LeadG2, on November 10, 2017
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
The stereotype of a sales rep is an effervescent extrovert who charms people into buying anything at any price. But introverts can sell just as well as their extroverted competitors. Here are three strategies and techniques that help introverts make sales and nurture customer relationships.
Kim Alexandre, on November 8, 2017
Last week was an exceptionally brutal soccer game for my girls. They played a team that preferred to play with aggression verses skill. There were many times the referee should have intervened with his whistle but chose not to. The opposing team got away with foul after foul, so guess what happened?
The opposing team became more aggressive as the game went on, and by the end of the game, we had two girls with slashes on their arms that resembled a small animal attack and another girl with a snapped collar bone. All predictable outcomes based on the opposing team’s behaviors. With many sports, as you watch behaviors, you can start to anticipate the expected outcome, and this is also how it plays out in sales.
Guest Contributor, on November 7, 2017
Remote working is commonplace in nearly every industry. This is especially true for sales and marketing. Knowing how to manage your remote working teams is an essential part of your company’s growth and success.
According to The New York Times, “43 percent of employed Americans said they spent at least some time working remotely, according to the survey of more than 15,000 adults.”
The remote team approach has also increased in a majority of industries . . .
Remote sales and marketing teams need to be efficient and highly productive to achieve company aims and goals. Luckily, there are a variety of best management practices you can employ to make your remote employees as productive as your in-house team.
From finding the best remote workers, to ensuring they have clear goals in place, the following remote team tips will make management as seamless and painless as possible.
Kim Alexandre, on November 6, 2017
The impact of the millennial generation is making headlines everywhere! As a sales manager, you may have read a blog or two on how to manage or even hire millennial talent. But now the headlines are about how millennials are impacting business, from a consumer’s point of view. If you have a hand in marketing or sales, you may be experiencing disruption within this loosely-defined generation as well.
Most commentators put a millennial between late teens and early twenties to late thirties. That’s why it's loosely defined. But what is clearly defined is how much they have to spend and how they choose to spend it. Millennials are coming of age—gaining ground in their jobs, starting families, and making first major purchases. What they are not doing are taking risks. They’ve seen all too well the impact risk-taking has had on preceding generations, including Generation X and, in some cases, Baby Boomers. So what does this mean for business?
Well, it means there are 3 expectations (or promises) a millennial expects:
LeadG2, on November 3, 2017
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
The summary is one of the most important parts of your profile, since it’s a space to showcase your passion, enthusiasm, and most importantly, your track record of results. However, many reps leave their summaries blank for a very simple reason: They don’t know what to write. If you’ve got writer’s block, good news. These five LinkedIn summary templates will help you flesh out your profile in no time flat. Next thing you know, the number of opportunities in your pipeline will be soaring.
Jim Hopes, on November 2, 2017
Just like “sales” and “marketing” are not the same, “recruitment” and “selection” are fundamentally different as well. But I often hear managers use them interchangeably—an indication of a fundamental and expensive flaw in their approach to maintaining a talented sales force.
Stephanie Downs, on November 1, 2017
I recently overheard a telephone conversation when traveling, and it concluded with the person saying, “Sales is all about teaching.” Well, having been in outside sales, sales management, or consulting sales organizations my entire adult career, I stopped and pondered this. My gut reaction, was "No it isn’t," but then I thought, "Well, it is." I concluded, it’s both. It depends on what filter you are looking through.
Jim Hopes, on October 31, 2017
. . . you just help enough people get what THEY want. I heard this truth many years ago from the legendary Zig Ziglar. It’s so simple and so powerful, it should be the basis for everything a sales professional does. But, simple and easy are two different things. Most sales professionals are so wrapped up in their products and services that nearly everything that comes out of their mouths sounds either like a monologue about features and benefits or a manipulative question designed to get the prospect to say they have a need which the salesperson’s product magically fills.
But, what if you made this statement the basis for every move you made? If you really believe you can get anything you want in life if you just help enough people get what they want, how would that change…
LeadG2, on October 27, 2017
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
With the help of AI, machine learning and years of data, search engines are getting better at predicting what people want. As search engines become more concerned with solving people’s problems, the old SEO toolset is going to be thrown for a curve. The search race is no longer simply about keywords — it’s about being a trusted brand committed to solving people’s problems. The good news is there are a few places you can start looking to see what your customers want, so you can then deliver.
LeadG2, on October 20, 2017
We hope you've had a great week! It's Friday, and today we're sharing what we've been reading online this week! Here are our "best" from around the web.
Sales is evolving. Today’s buyers won’t stand for being bullied into a deal. That’s where the empathy statement comes in. If your idea of empathy is throwing an “uh-huh” or “I see” into your conversations every few minutes, think again. This article highlights several empathetic statements that will show your prospects you’re more invested in their interests than closing a deal.
