Weekly Roundup: The Ben Franklin Close, Actionable Employee Retention Strategies + More

- MOTIVATION -

"Treat objections as requests for further information."

-Brian Tracy

- AROUND THE WEB -

<< If you only read one thing >>

Does the Ben Franklin Close Still Work in 2021 – HubSpot

All of Benjamin Franklin's achievements are a credit to certain aspects of his personality — his patience, his rationality, his boldness, his bravery, and his fondness for pros-and-cons lists. He really did love the pros-and-cons lists, so it's only fitting that there's a pros-and-cons-oriented sales closing strategy that bears his name.

Here, we'll take a more thorough look at The Ben Franklin Close, go over the steps you need to take to nail it, and review the pros and cons of closing based on pros and cons. >>> READ MORE

If All Your Sales Reps Hit Their Quota, You're Doing it Wrong – Sales Hacker

As a sales leader, you want your sales reps to be the best they can be. However, if 100% of your sales reps are hitting their quota every single quarter, it may not be cause for celebration.

Instead, it may be time for you to re-examine your compensation plan and understand how to implement stretch targets that push your reps beyond their usual capabilities. In some cases, this leads to a turnover. However, if implemented effectively, it should lead to sales reps feeling motivated and empowered to make even more money for themselves and for the company. >>> READ MORE

Company Culture Examples That Will Inspire You – Up Your Culture

A great company culture rates towards the top of the list for many jobseekers. In fact, Builtin.com notes that almost half of all those in the job market cite it as “very important.” As companies compete for talent, it has become evident that culture counts!

However, “We have a great culture” can mean many different things and some companies may just be paying lip service to what they believe to be a buzzword. Still, even more companies have strong core values and reasons for being, but they are not lived out in every corner of the organization. So, this begs the question, “What does a great company culture look like?” >>> READ MORE

15 Actionable Employee Retention Strategies You Can Use in 2021 – Zoomshift

Do you have an employee turnover problem?

Nearly 70% of organizations report that staff turnover has a negative financial impact due to the cost of recruiting, hiring, and training a replacement employee and the overtime work of current employees that’s required until the organization can fill the vacant position (BLR). All things considered, it’s been estimated that a lost employee can cost 6 to 9 months of that employee’s salary on average. There’s a clear need for employee retention strategies.

Employee turnover and staff retention is a major problem, and there are many factors at work, including generational factors, the economy, sweeping changes in the workplaces, and more.

Learning the following actionable 15 employee retention strategies will help you reduce employee turnover, and retain the talent you need to run your company. >>>READ MORE

40 Ways to Use LinkedIn for Sales – Yesware

In 2021, salespeople who are using LinkedIn for sales prospecting are acquiring tons of new opportunities. But there are plenty of sales reps out there who are still missing out.

With 690 million professionals and decision-makers on LinkedIn right now, it has become a gold mine for gaining prospective information, generating leads, and building relationships with potential buyers.

So, how are salespeople selling on LinkedIn? We compiled a list of 40 ways to use LinkedIn for sales, broken down into four sections: Prospecting, Sales Navigator, InMail, and Profile Optimization. >>>READ MORE

It's Not Inbound Vs. Outbound: 4 Ways Inbound & Outbound Marketing Tactics Improve Each Other's Effectiveness – LeadG2

We're often asked by executives seeking to grow their business, “Should I be deploying inbound or outbound marketing tactics?’

The answer almost every time is, “Yes, both.”

Outbound marketing is the more traditional marketing strategy. With outbound marketing, the marketer initiates the contact with the prospect. Examples of outbound marketing tactics include direct mail, telemarketing, email blasts, and media advertising.

Inbound marketing is the opposite of outbound marketing. It’s defined by HubSpot as marketing that “brings potential customers to you, rather than having your marketing efforts fight for their attention. >>> READ MORE

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Don’t miss another episode of the Improving Sales Performance series where Managing Partner Matt Sunshine speaks with thought leaders, experts, and industry gurus, who share their insight, tips, and knowledge on various topics that help companies improve sales performance.