Alina McComas, on January 2, 2017
In this first week of 2017, most ofus are thinking about our New Year’s Resolutions and what we can change in the new year to make ourselves better. The usual list of suspects includes a promise to get into the gym more, quitting smoking, losing weight, spending more time with family and friends, getting out of debt, and getting organized. But what about your professional resolutions? Have you determined what commitments you plan to make to achieve your professional aspirations for 2017?
LeadG2, on December 30, 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.
If you’re like the majority of Americans, you’re probably thinking about making a New Year’s resolution. From losing weight to getting organized, spending less/saving more, and enjoying life to the fullest (last year's top four resolutions), we often make grand plans every January. Unfortunately, just 8% of us will be successful, according to Statistic Brain. But your odds don’t have to be so disheartening. Here are some proven tips that can put you in the 8% that make it happen.
Emily Estey, on December 29, 2016
Maybe it's because I live in the great Pacific Northwest (the really cold part) that has me thinking about getting traction—both on the road and in sales. I talk a lot about traction when I'm coaching people through the selling process because it is the metric for how we move through the process.
You can tell that you are moving the process forward when you get the traction to turn the wheels to move to the next step. Your prospects are not going to do this for you. You must take the wheel. They aren't going to be doing the contracting and partnering to move to the next step—that responsibility lies squarely on your shoulders. And amazingly it can be as easy as making sure you are at the same stage in the process and agreeing on what the next steps will be.
What does that sound like? How about this… "Thanks for meeting with me today Ms. Decision-maker. I learned a lot about what you do. I'm thinking my next step should be to review the information we've discussed and start to put together some preliminary ideas. I'll then bring those back to you so we can review them together. Would you agree that's the path I should take?"
Without clear contracting, you sit idle or even worse, start sliding out of control.
Kim Alexandre, on December 28, 2016
You're only as good as your last great sale. Are you getting your next one fast enough to reach your goals? Many salespeople approach their next big win like it will take months. That's a bad assumption to make if you want to accelerate your sales cycle. With the right focus and preparation, one salesperson I work with got her "next great sale" in a short amount of time. Here's how:
LeadG2, on December 26, 2016
We publish a lot of posts on our blog in our effort to help sales managers and salespeople get better results. Every so often, we look back at our analytics to see which posts were the most popular, so we know what's of interest to people (and what we need to focus on with upcoming posts).
LeadG2, on December 23, 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.
That firm handshake is great, but it's what you say next—and how you say it—that matters more. Here are four ways to make a great impression.
Beth Sunshine, on December 22, 2016
This is one of the coaching questions I am asked most often, so chances are high that you’ve wondered the same thing. My short-and-sweet answer to this question? No, it is not wrong. Not even a little bit.
I’ll even go one giant step further by saying that in most cases, it is actually imperative that you are friends with the people you manage.
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.
