Matt Sunshine, on April 26, 2016
Thanks to technology that enables people to learn just about anything in a matter of seconds, the buying process has become more personal. Thanks to the fact that every online buying experience is customized to the individual, people are starting to expect the B2B buying experience to follow suit.
A salesperson who hasn’t done their research and isn’t coming to the first appointment with very specific ideas on how to provide relevant value to a prospect isn’t going to make a sale.
LeadG2, on April 22, 2016
We've come to another Friday, and we hope you've had a good week! It's time for us to share what we've been reading online this week. Here are our "best" from around the web.
Stories are naturally visual, and allow you to help prospects see themselves in successful outcomes based on how you position what you deliver. The power here is that rather than “selling” you're sharing experiences of other similar scenarios, and helping them see the possibilities. This article shows how you can use stories to help buyers see value.
Matt Sunshine, on April 21, 2016
Almost all of us spend a lot of time on our computers and smartphones. It's common knowledge that you should reboot your computer occasionally, right? Give it a chance to completely shut down, just for a moment, and then start it right back up. It's the same with phones. The folks at the Apple Store tell us it's a good idea to turn off the iPhone, and then restart it, once a day. In both cases, this reboot is done so that maximum performance with regard to speed and memory can be achieved. It's also smart to reboot your sales strategy from time to time. The goal of the sales reboot should be to achieve maximum performance from the sales efforts.
Jim Thompson, on April 19, 2016
I am often asked by clients, what is new in media sales? What do you have that is new? What is the new and improved way to sell?
Emily Estey, on April 18, 2016
I’m a mom. A lot of you are moms and dads as well. I often see parallels between “managing” my family and managing a team of salespeople. I noticed something the other day that I think I’ve noticed before, but hadn't made the association back to managing a team of salespeople until that moment.
LeadG2, on April 15, 2016
Here we are at the end of another week! It's 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.
When you send cold emails, you’re a stranger to your audience. They don’t know anything about your company and how awesome it is, nor do they care. If you want to connect with them and receive a response, you have to tap into their emotions, and play on their existing fears and desires. These three steps will help you start many more warm conversations through cold email.
Jim Thompson, on April 14, 2016
When I was a kid, I was told I had a natural talent for playing the piano. In fact, about 20 years later I came across a piece of music I played at a recital when I was 10 years old. I was in a combination of shock and utter amazement that I had actually performed and played that piece of music. However, there was a problem. I didn’t like to practice or play the piano. I wanted to be outside playing any kind of ball with my buddies. Trust me, I had no athletic talent at all. But I did have a natural talent to play the piano and I totally and completely wasted it.
Kurt Sima, on April 13, 2016
People decisions are the most important decisions that a manager makes, and the importance of hiring talented people is critical to the success of any organization. As a manager, it's easy to ensure you are hiring talented people by following these five steps:
John Henley, on April 12, 2016
Here’s why. When you have a passion or burden for something, there are fears that come with it. You can only be a fearless leader if you are leading in an area that you don’t have a passion for or don’t really care that much about. So rest assured the fears are normal. The real question is, what do you do with the fears you have? I have a two-step plan that I think will help.
We're at the end of another week! It's 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.
When stakes are high, it can be difficult for leaders to pause before acting. We all tend to take the safe route of doing things the way we've always done them. Here’s some good advice for how to give yourself time to reflect and lead with questions, to make sure you're taking the best route, not just the one most familiar.
