LeadG2, on March 4, 2016
Here we are at the end of another week, and it's time for us to share what we've been reading online this week. Here are our "best" from around the web.
What do you base your decisions on, as a leader? Opinions or facts? This post provides a quiz to help you determine if you need to use more data in your decision-making process.
Emily Estey, on March 3, 2016
Imagine this. You'll be watching one of the many NCAA basketball games in the next few weeks. One particular game you'll flip to seems really out of control. It looks a little like playground basketball. Not much passing or rebounding, no plays being called, looks of frustration and fear from the players, and lots of fouls. The camera scans the benches, and something strikes you:
Loretta Lage, on March 2, 2016
We’ve seen many pictures posted that show that some people actually resemble their pets. That prompted a thought that I have noticed many salespeople with traits of either dogs or cats. And everyone knows how different dogs and cats are!
Cataloging repeatable behaviors that are part of the DNA of our pets can reveal how we view each other. Noticing behaviors that fire instinctively in humans and animals are guidelines to better understand their nature and each other. Here’s what I found that made interesting intersections between people and dogs and cats:
John Henley, on March 1, 2016
Which is more likely to drive strong sales performance: a focus on the numbers or great attention to the sales process?
I recently heard two people talking about the key to sales performance. One person started by saying that the key is to focus on sales process. Then a few minutes later, the other person described hearing a CEO of a very successful company saying he has learned that the key to driving top sales performance is to focus on the numbers.
At first, this sounded like a conflict to me. But the more I listened, it turns out they were saying the same thing. It’s not either/or. The lesson is to focus on the numbers that are tied to the sales process.
Greg Giersch, on February 29, 2016
Content marketing is already strategic when it's “relevant and consistent" and designed to "attract and retain a clearly-defined audience.” Content marketing has the goal of building relationships and impacting the decisions people make about you.
Content marketing is focused on your target persona. Content strategy looks more at managing the lifecycle of the actual content. Strategy helps you increase your impact and reduce your workload.
LeadG2, on February 26, 2016
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.
If you're looking to set yourself apart in a competitive market, you need to find your "disruptive opportunity". Finding your brand’s disruptive opportunity means you’re not competing in the same sandbox as everyone else, which means your chances of dominating the category are much, much higher. This post digs into how to find your own opportunity.
Loretta Lage & Patti Cochran, on February 24, 2016
Salespeople who have mastered the art of “Big Game Hunting” start at the perceived top of the mountain. Too many salespeople start at the bottom—and stay there. Why can’t you call or email a CEO or CMO with a very Valid Business Reason? Why don’t you suggest a time to meet to pursue ideas that may possibly help their company/organization/mission achieve their current marketing objectives? You can!
What stops most salespeople is the start. They limit their own opportunities by being ill-prepared with a truly Valid Business Reason and with lack of confidence to reach higher. Unpreparedness has that effect. Let’s look at the Valid Business Reason which is the key to engaging your prospect: the reason that gets the target’s attention on why they should want to meet with you—not why you want to meet with them. See the difference?
Jim Hopes, on February 23, 2016
Sales Managers have a hard job. Above them, executives are very clear about what they expect them to achieve—usually expressed as a dollar goal for the department. But, the Sales Manager is the person who has to convert what the company expects into how to accomplish it. Not easy. If the company expects the Sales Manager to reach a million dollars in sales this month simply sending that message down the line to the sales team is of little or no value. We all know certain things roll downhill with little result.
So what kind of feedback does the Sales Manager provide to translate the what (the monetary goal), to the how (the method by which we will accomplish the goal)? Here are some ideas:
LeadG2, on February 19, 2016
Happy Friday! Here we are at the end of another week, and it's time for us to share what we've been reading online this week. Here are our "best" from around the web.
Preparation is one of the most obvious yet most misunderstood aspects of learning soft skills. Imagine you’re heading off to lead a meeting, make an important pitch for your company, or have a difficult conversation. It’s obvious in these situations that you want to prepare yourself for what you’re going to do or say. But what we often miss when learning soft skills is preparing to manage ourselves—especially when we start to feel the stress and pressure of the real-life situation. This article explains that to learn soft skills in a way that truly prepares us for what we’ll face when it really matters, we can take a few lessons from a different arena where learning, development, and performance are essential: professional sports.
LeadG2, on February 12, 2016
Hope you've had a great 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.
What is sales enablement really? It’s about getting the right content into the hands of the right reps. It’s about getting it to them at the right time, through the right channel. It's empowering your salespeople to do their jobs better and get better results. This article offers nine tips you can iimplement today.
