LeadG2, on September 9, 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.
Whether it's to avert a social debacle or maintain a growing following, three social media experts reveal some practices to avoid in this post.
Tina Rice, on September 7, 2016
One, one thousand.
Two, one thousand.
Three, one thousand.
Where are you going with this?
Four, one thousand.
Five, one thousand.
Ahem, I have more important things to do.
Six, one thousand.
Seven, one thousand.
Get to the point!!!
Eight, one thousand. Done!
The point is to illustrate—in words only—the interval of eight seconds.
Why? Because eight seconds is the average attention span of a North American, revealed last year in a study by Microsoft Corp.
Tirzah Thornburg, on September 5, 2016
We all remember the cartoon image of a cat with an angel on one shoulder and a devil on the other, getting advice on his (usually) bad decision. Hopefully we get better advice from our Personal Board of Directors. What are we talking about? Simply put, your Personal Board of Directors is the group of people who help you to make important decisions personally or professionally and that hold you accountable for those decisions. We all have one, whether we realize it or not. The question is, have you personally picked your Board?
LeadG2, on September 2, 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.
Gallup has found that there’s a lot more potential in developing what is innately right with people than there is trying to fix what’s wrong with them. Focusing on employees’ strengths does more than engage workers and enrich their lives: It also makes good business sense. This article reports the business benefits that the study discovered and outlines how to develop your employees' strengths.
John Henley, on September 1, 2016
There has been a lot written over the last few years about a new approach to selling. This approach has some characteristics that have been used in selling for years—relationships and asking great questions are examples. But this new popular approach has a few differences. For example, instead of approaching a customer to do a needs analysis starting from scratch, the salesperson is told to share an interesting insight and then use that to challenge a prospect with tough questions to get a provocative conversation going.
Matt Sunshine, on September 1, 2016
Water, water everywhere, and not a drop to drink. There are more businesses operating in America today than at any time in the past. Competition is sharper and the stakes are higher than ever, ensuring that marketing and sales challenges loom large for a great many of them. So why do both sales managers and their salespeople rate this the second-highest ranking item on their lists? Prospects shouldn’t be hard to find—there should be prospects everywhere they turn.
Deborah Fulghum, on August 30, 2016
As managers, we want to get everything we can out of our sales team. The harder they work, the more they will deliver, right? What if we looked at our sales teams differently? What if we asked instead, "What can we do to see results and stay on target, while keeping our team happy and ready to take on more?"
Jim Hopes, on August 29, 2016
I surely hear a lot of talk these days about success in setting new-business appointments. Sales managers often say with a degree of pride, “Our team set 28 appointments last week.” Or, “We had a very good appointment-setting session and got 31 new appointments in only two hours.”
These numbers are impressive, and the logical sequence of events from there would be a steady increase in new business volume. But, too often, when those new business metrics come in, the cause and effect doesn’t exist. New business does not spike as one would expect after four straight weeks of appointment setting.
So, what is wrong?
LeadG2, on August 26, 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.
Most salespeople use LinkedIn to connect, but that’s only the tip of the iceberg. The platform is also a relationship-builder, brand advocate, research tool, publishing platform, and marketing asset. If you don’t know how to utilize the power of LinkedIn in all of these areas, this post will help.
Matt Sunshine, on August 25, 2016
The need for quality case studies has never been greater than it is right now. B2B salespeople are encountering more competition than ever before, and they are working harder to earn the business and attention from both their prospects and their current clients. There’s a lot of information out there online, and businesses are increasingly conducting their own research and independently garnering information that allows them to evaluate your products and services.
