LeadG2, on August 11, 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.
In sales, awkward silences are actually good — that is, if you know how to use them to your advantage. Consider the following positive outcomes of awkward silences, and the negative ramifications of breaking them.
Trey Morris, on August 10, 2017
I have had the rare pleasure of being on both sides of the advertising desk, both as an advertising salesperson and sales manager, and as an ad buyer at a marketing agency.
For 15 years, I sold and managed for radio stations in Dallas and Chicago and loved every single minute of it. Radio was my career, my hobby, my passion. I never thought that I would ever leave radio. Then one day, an “advertising guy” called me and wanted to take me to breakfast.
I spent the next 6 years as the Vice President of Business Development for a mid-size full-service advertising agency in the suburbs of Chicagoland. The ad agency side has been an incredible adventure. I had direct access to clients and had become the consultant that I was trained to be in radio. I worked hand-in-hand with the client as we grew their businesses together. No longer was I an adversary, but truly a marketing partner.
Here are some of the secrets that I've learned from being on the “other-side-of-the desk”:
Beth Sunshine, on August 9, 2017
Have you noticed that almost everything you interact with throughout the day comes with recommended care instructions? Some are simpler than others, but for the most part, there is a certain way that everything must be treated in order for it to thrive.
I may not always do it, but I know that I am supposed to:
But, I’m the first one to admit that I have ruined more than one delicate garment by accidentally throwing it in on hot and drying it until it shriveled like a raisin. As a matter of fact, an unfortunate number of my possessions have passed through my hands as if disposable because I didn’t read the care instructions—or even more likely—I was just moving too fast to be able to give them the totally customized care they needed.
Of course I’m not writing this article to teach you how to wash your delicates. Let’s agree, a silk top is a silk top. It can be replaced. But what if we’re talking about a person? It’s not so easy, or inexpensive, or even humane to replace a person because you failed to know how to care for him. That’s a whole different league of handling with care!
LeadG2, on August 4, 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.
Salespeople shouldn’t send “just checking in” emails for one very simple reason: They don’t work. Buyers feel like the rep is virtually poking them, making them reluctant to answer. Not only do “checking in” messages rarely garner responses, they can even turn prospects against their senders. But reps still need a way to get in touch with buyers who’ve gone dark. Enter these 23 email templates.
John Henley, on August 3, 2017
I love when I hear a story and it stops me in my tracks. I love it even more when the story is about a salesperson that did something really smart!
That happened to me recently. I was facilitating a workshop and one of the managers shared a great story of a salesperson who created a very strong Valid Business Reason to get the attention of an important prospect.
Jim Hopes, on August 1, 2017
We know continuous and relentless cold calling can wear you down. It’s a numbers exercise at best, and unless you really enjoy leaving voicemail messages and constant rejection, the process can be boring and downright taxing. But, there are ways to spice things up so that you’re not only more engaged, but also way more productive. Here are five recommendations we have to help you:
LeadG2, on July 28, 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.
Typical link outreach is a tired sport, and we've all but alienated most content creators with our constant link requests. This video outlines five smart ways to earn links to your site without having to beg.
LeadG2, on July 21, 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.
After a great presentation to a prospect that you feel certain will close, it's frustrating when the prospect just disappears on you. It's tempting to go off the rails at that point, but follow up mistakes can cost you the sale. Here’s a list of nine deadly follow up mistakes to avoid after a pitch.
Jim Hopes, on July 19, 2017
Generally when most people think “training” they envision a classroom with an instructor, a workbook, and some Power Point slides. For most jobs, this is not training — it’s classroom education. By the way, there is nothing wrong with classroom education. Just don’t confuse it with actual training.
Training is really a one-on-one activity between a manager and the person he or she is looking to develop, whereas classroom education is a group activity — big difference. Training is best accomplished on the job. In The Knowing-Doing Gap by Jeffrey Pfeifer and Robert Sutton, they point out that the best companies “Embed more of the process of acquiring new knowledge in the actual doing of the task and less in formal training programs.”
LeadG2, on July 14, 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 more you can personalize your conversation to the prospect and their business, the greater the chance that you’ll capture their interest — and hopefully their business. Here are 18 places to do your research.
