7 Traits That Will Help You Build Great Teams that Deliver Amazing Results
Leaders is not complicated, but it does require us to be proactive and develop the right skills.
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Six Keys to Building New Markets by Unleashing Disruptive Innovation
Managers know they need growth to survive—but innovation isn’t easy. In this Harvard Management Update article, HBS professor Clayton Christensen and co-authors detail the six keys to creating new-growth businesses.
4 things the most respected leaders do for their employees that anyone can learn
Listen more and talk less.
Why Sales Development Is Really a Marketing Issue in B2B
If your brand’s message is important to your company (which it should be) then the sales development should be directly aligned with marketing.
Use These 3 Classic Persuasion Principles To Help You Sell More
Bad pitches ruin good products. That much has been true since the dawn of sales and isn’t changing anytime soon. What has changed, though, is that the average salesperson can’t rely on their conversational skills alone to close a deal. They have to translate those compelling pitches into writing.
How to Turn Your Leads Into Customers: 5 Steps You Need to Know
Everything you need to know to create a sales funnel that converts like crazy.
Managing Remote Employees
Over the past several years, companies have been progressively moving away from the standard 9 to 5 hours in the office and to allowing employees to telecommute. Aside from being able to stay in pajamas while you work on your reports, having the option to work from home gives employees more flexibility in their workday. Even though it seems like it would give people the opportunity to be less productive, the Global Workplace Analytics, a telecommuting research firm, found that people that work from home actually get 27% more work done at home versus in the office.
The Secret Structure of Winning Sales Calls Mimics Great Storytelling
It used to be the day and life of a sales person was defined by how many sales calls they made. Productivity was king. If a great sales person could get a prospect on the phone, it was highly likely that a deal would get done. Having been a sales rep, who ‘dialed for dollars’, a manager who pushed my teams to constantly be working leads to someone who is constantly on the lookout for sales best practices – I was pleasantly surprised to find some compelling new research tackling the topic of what makes a winning sales discovery call.
How to Support Employees’ Learning Goals While Getting Day-to-Day Stuff Done
Many of the most successful people had to fight tooth and nail for opportunities to learn new skills and advance up the corporate ladder. That’s often because what they wanted to learn and achieve wasn’t in sync with what their bosses wanted for them. You’re not a data scientist. You’re not cut out for engineering. Sales isn’t what you do. Lines like this are still used all too frequently when employees tell their managers that they want to move in a new direction.
7 Reasons Salespeople Don’t Close the Deal
Pretend that you’re an experienced buyer who has met with hundreds of business-to-business salespeople. What percentage of them would you say are excellent, good, average, or poor?
According to a new study of more than 230 buyers, 12% of salespeople are excellent, 23% good, 38% average, and 27% poor.
The bad news is that the underperforming salespeople lack the self-awareness to know that buyers don’t value them, nor do they understand why. They don’t take the time to figure out why they lost a deal or longtime client. They either don’t know why they weren’t selected or they reflexively blame it on factors out of their control.
Interviews with buyers illustrate seven important lessons about the mistakes salespeople make and why they lose business.