Greg Giersch, on December 21, 2016
When a fad reaches saturation, it’s often ready to start dying out, or at least transition into something else. Since it seems that everywhere you turn, someone is talking about the mistakes and must-haves for your personal brand, has this fad run its course? Are you a skeptic or fanatic for personal branding?
Deborah Fulghum, on December 20, 2016
In an article in Time Magazine describing the new generation of workers, many summarizations were made. Here are a few quotes from that article: “They are thought of as the entitlement, me, me, me generation,” “Want to postpone growing up,” “Overly sensitive at best and lazy at worst.”
Sounds familiar, doesn’t it? Which generation do you think this article was about? You may be quick to jump on Millennials for your answer, but you would be wrong! This article was written about 16-year-olds and is dated from a 1990 Time issue on Generation X!
Every older generation views the younger ones with that “What is up with the kids these days?” mindset. Scary to say, but you have become your parents! Millennials are the new YOU!
We hear that word often, but who exactly are Millennials? Let’s look at a quick breakout of your workforce by category:
LeadG2, on December 16, 2016
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.
Psychological biases are part of us, so those whose job it is to persuade can benefit from learning how to spot and play to them. This article digs into a few biases that relate to decision making and helps sales reps use these brain quirks to sell better.
Emily Estey, on December 15, 2016
I frequently meet with salespeople who are working on creative ways to approach prospects that they're having difficulty getting in front of. One salesperson had a particularly difficult challenge, as she had been trying to get an appointment with a key prospect for over eight months with no success, and all of the traditional methods had been exhausted.
Tirzah Thornburg, on December 14, 2016
Every sales manager has been there. You spend time and effort selecting just the right candidate. You get your “perfect” AE hired and trained, and they’re doing well. But then you get their two-week notice. Your heart sinks. You have invested time, energy, and most importantly money into this person, only to have them take their talent to another company. What happened?!
We have all heard the phrase, an employee joins a company but leaves a manager. So how can you keep your top talent? How can you become a manager whose people stay?
Guest Contributor, on December 12, 2016
Blogging is no longer just for personal use. Businesses, including B2B companies, use blogs as a platform to connect with their target audience and increase awareness about their brands. If you are running or managing the sales department of a B2B company and you don’t have a blog for your business yet, you may want to consider starting one due to its various benefits.
LeadG2, on December 9, 2016
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.
Every time a salesperson contacts a potential lead, the salesperson is at an automatic disadvantage. The prospect always starts out on the defense. It’s not because they hate being sold to. They’re defensive because, in their experience, it’s going to take an enormous effort to make the salesperson accept a simple “No.” Here are five reasons why the best response is to actually take "no" for an answer.
Matt Sunshine, on December 8, 2016
If you're blogging to generate leads, developing an effective lead generation strategy is something not to be taken lightly. If you are expecting your business blog to generate leads, rank higher on Google and increase traffic to your website, you probably want to spend as much time focusing on why you are blogging as you spend on what you are blogging about.
Greg Giersch, on December 7, 2016
A leader’s success or failure is dependent on the actions of those they lead. Good sales mangers understand that actions begin with attitude and motivate their team to direct their talents to selling and delivering effective solutions for their clients. The insights of military leaders often apply in business, which is why Sun Tzu’s Art of War is popular reading within the ranks of management.
Success or failure is a result of what people think, feel, and then do. Xenophon was an ancient Greek warrior and philosopher who observed that what soldiers think and feel will affect their actions.
Let’s look closer at three observations he made and how they apply to sales management:
John Henley, on December 5, 2016
You may have heard it said that the best way to approach selling is to make buying easier for the buyer. That saying has been around a long time. But a new twist on that is the notion of helping buyers navigate their journey. The journey in B2B buying has greatly changed over the last several years.
Smart salespeople think about the “things” along the buyer journey—and consider how they can help the buyer navigate that journey.
