If you open an underwater door and let a fish out of an aquarium into the ocean, he is free. Free to swim around the sea! But if you let him out of the water completely, he is not really free. The fish needs water to live — this restriction is a good one. The fish also needs room to swim — the restriction that keeps him caged is not a good one.
LeadG2, on May 27, 2016
We've come to the end of the 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.
Content can be leveraged to not just create the potential for deals, but to actually help the sales team close deals. Here are five challenges that keep deals from closing that your content can fix.
Matt Sunshine, on May 26, 2016
If you want to know what great sales managers consistently do to achieve their greatness, you’ve come to the right place. But, before we can tackle that mighty subject, we must first agree—there are two types of sales leaders: those that manage the numbers and those that develop the people.
We could take this time to discuss how great managers always get the job done and done right, or how they beat budgets, watch the bottom line, or make sure they are not going over in expenses. But this article is going to focus exclusively on what great sales managers that are focused on developing people do.
Stephanie Downs, on May 24, 2016
Have you ever thought about changing banks? I’m guessing most of us have. Either because of a poor experience, or relocating, or because of better rates and lower fees at another bank. If you are like me, you quickly realized what an incredible and daunting task that would be. Auto drafts, direct deposits, checking accounts, savings accounts, home equity lines, home mortgages and the list goes on and on. So, what did you do? You stayed put. Well, I did anyway. I couldn’t bear the time and the energy it would take and the fear of forgetting to transfer something like my electricity bill (aka my internet bill).
Loretta Lage, on May 23, 2016
There have been pages written, executive leadership training given and coaches hired all to help sales leaders build winning cultures. And yet the ability to build such a culture confounds many because it isn’t easy.
LeadG2, on May 20, 2016
We've come to the end of the week, so it's Friday and time for us to share what we've been reading online this week! Here are our "best" from around the web.
Your skills aren't enough to help you perform at your best. There's another element critical to high performance: how you use your strengths. Strengths are often assumed to define what a person is good at. This is only part of the truth. Strengths are also what energize you: It's work that lights you up when you get to do it. This article explains how strengths propel people to high performance, and how to harness that energy for yourself and for your team.
Mindy Murphy, on May 17, 2016
I had the opportunity to sit on the number 6 tee box at The Masters Golf Tournament recently, and as golfers and caddies made their way to the tee box, I noticed that the interactions between each one were different. One caddie simply reported the distance to the green, another caddie discussed wind direction and pin placement, and another caddie talked the golfer through the entire shot.
Stephanie Downs, on May 16, 2016
Weaknesses. We all have them. But we all have strengths as well. Which do you focus on?
Human nature leads us to naturally focus on our weaknesses, but it is a proven fact that we can be significantly more effective when we do the exact opposite!
In sales coaching, you can get a 10x lift from a salesperson if you focus on their strengths. This is the most highly effective use of your coaching time when you consider that you will only be able to improve people in an area of weakness by about 10%.
Yes, easier said than done at times, so here are some suggestions on how to accomplish that.
We've come to another Friday, and it's time for us to share what we've been reading online this week. Here are our "best" from around the web.
An effective content marketing strategy starts with the buyer's journey. What does that journey look like for your prospects? This post considers four ways to model the buyer's journey, to help you better understand your own.
