5 Techniques to Avoid the Dreaded Happy Ears Syndrome
I recently sat in on a pipeline review with a sales rep, Clare, and her manager. After asking a couple questions about one particular deal, her manager asked how confident Clare was that it’d close.“They were really enthusiastic, so I’m almost certain,” she replied.But when I checked in a week later, Clare told me that […]
You Should Care About Your Prospect’s Mom: 15 Ways to Build Lasting Bonds With Clients
When I started my sales career I was brought up in the old school way of sales — cold call like crazy, prospect until you dropped, hunt them, kill them, and collect your money. One and done.Account management? What the hell is that?My job was to get prospects into my funnel and close them. After […]
Show Employees You Care About Their Well-Being. Here are 5 Ways.
When we hear the term “well-being,” most of us imagine physical health. But well-being holds a much bigger significance in the workplace — how employees envision their future, goals, overall outlook and attitude.In the November 2015 Impact of Excellent Employee Well-Being study of 2,363 employees, conducted by the O.C. Tanner Institute, employees rated their life at work […]
The 140-Character Limit Is Dead. Long Live The 140-Character Limit!
One-hundred and forty characters. What was your first association with that phrase? I bet you’re thinking: Twitter.At least that was (and still is) the character limit for the network. However, on September 19, the platform relaxed the rule: Now, photos, videos, GIFs, polls and Quote Tweets no longer count toward the limit.This new update will make Twitter […]