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The modern face of sales shouldn’t include selling PDF Print E-mail
Written by Hampus Jakobsson   
Friday, 06 March 2015 16:39

If you’ve ever received a sales call during dinner, it’s probably safe to assume you’ve had a bad experience with selling. Unfortunately, the same negative reaction you experienced while eating green beans with your family is now commonplace — at all times of day — in the current selling environment.

 

In most business models, the sales department is fixated on selling. The problem with this approach is that people no longer want to be sold. They want to be educated on how a product or service will benefit them. It’s not that there isn’t a place for sales anymore, it’s just that consumer needs have shifted.

 

Today’s purchasers value education on the products and services they’re looking at over a traditional sales pitch. Currently, the job of selling is stuck between marketing and customer service. With this in mind, what is the best strategy to establish a better sales cycle that will engender customer loyalty and significantly impact a company’s revenue?

Last Updated on Friday, 06 March 2015 16:48
 
Tips for young female executives PDF Print E-mail
Written by René Banglesdorf   
Thursday, 05 March 2015 00:00

Starting off in the business world is a challenge for any young professional. But, young women can often have a harder time adjusting to their new careers, particularly in male dominated industries. Technology, finance, engineering and aviation are all 90 percent male-dominated in leadership roles.

 

Here are a few ideas for women to standout in their industries, no matter what field they are pursuing.

Last Updated on Tuesday, 10 March 2015 15:47
 
How to hire for company culture PDF Print E-mail
Written by Leah Mason   
Wednesday, 04 March 2015 00:00

For small companies composed of knowledge workers, new hires augment the company’s expertise and the experience of its co-workers. This is why it’s vital to hire candidates who don’t just fit the skills requirements, but also fit well into company culture. But, the art of identifying whether a candidate is a cultural fit can be challenging at best and elusive for most.

 

Successfully hiring candidates who meet the skills requirements and fit well into company culture starts with an accurate understanding of the characteristics of the company culture. What are the qualities and values of the organization? What sort of behavior is exhibited at the organization?

 

Thinking through questions like these will help hiring managers create a list of descriptors to compare the candidates’ characteristics to. It’s a good idea to share these descriptors with several members of the organization to ensure the assessment of the company’s culture is accurate.

Last Updated on Tuesday, 10 March 2015 15:40
 
Cybersecurity: What every small business owner needs to know PDF Print E-mail
Written by Matt Edenhofer   
Tuesday, 03 March 2015 00:00

Over the past year, there have been many high-profile security breaches involving some of the largest retailers, technology companies, health insurance companies and entertainment companies in the U.S. If cybercriminals can break into large corporations’ websites, there is no telling what damage they can do to small businesses. No matter how you look at it, there is a high price to pay for not protecting a company’s website and network.

Last Updated on Tuesday, 10 March 2015 15:32
 
Managing the request for proposal/request for quote process PDF Print E-mail
Written by Dave Harman   
Monday, 02 March 2015 13:21

So, your salesperson receives an email from a very large prospect with a request to quote attached. Or, a junior partner gets a phone call from a large prospective client wanting an engagement letter to review. What happens next? Are the champagne corks popping? Does everyone adjourn to the bar to celebrate? Have the commission checks already been spent?

 

As the manager, what do you do next?

Last Updated on Monday, 02 March 2015 13:24
 

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