Jeff Grimm

57 Flips | 2 Magazines | 1 Follower | @JeffGrimm2016 | Keep up with Jeff Grimm on Flipboard, a place to see the stories, photos, and updates that matter to you. Flipboard creates a personalized magazine full of everything, from world news to life’s great moments. Download Flipboard for free and search for “Jeff Grimm”

The Only Two Networking Events Worth Your Time

Attending every panel with a cheese and cracker reception will get you nowhere<p>Having attended and organized many, many professional events, I can say with confidence that the vast majority of those billed as networking opportunities are useless. You can easily convince yourself to block off every …

3 Surprising Growth Lessons I Discovered Buying a Tesla | Inc.com

I entered the car dealership to purchase a new vehicle. Did you just cringe? That's a natural reaction that most people have when confronted with stereotypical sales tactics.<p>In my case, I was fortunately in a <b>Tesla</b> dealership. Throughout my buying experience, the Tesla team avoided old-school sales …

Selling

The Most Dangerous Way to Time Your Sales--and the Most Effective | Inc.com

Have you ever picked up your phone, listened to a sales pitch, and then made a real-time decision to buy simply because the salesperson "caught you at the right time"? Do you think that your priorities and/or personality shift so much over a 24-hour cycle that making a major purchase could hinge on …

Customers

Why You Need to Replace the Hard Sell With the ‘Hard Listen’ | Inc.com

Big data technologies have certainly changed the way we think about sales. This notion that we should know about a customer <i>before</i> we sell to them is still revolutionary to many, who are all too used to calling a potential lead, only to hear a dial tone after the first 10 seconds.<p>Predictive …

Selling

19 Things You're Doing Wrong on LinkedIn

Here are the most common mistakes made on the social networking site.<p>Microsoft just announced that it's buying LinkedIn for a whopping $26.2 billion, and it's as good a time as any to remind yourself that there are some things you just shouldn't do on LinkedIn.<p>Kim Brown is an assistant director for …

How Twitter Helped Me Network More Than LinkedIn Ever Did

Sure, 140 characters might not seem like much. But, used effectively, they can definitely pack a punch.<p>When you think about using social media to expand your network and improve your career, one particular platform likely springs to mind: LinkedIn.<p>Don't get me wrong -- I'm a big fan of LinkedIn and …

5 Ways to Win Great Customer Referrals | Inc.com

Of all sales opportunities, the easiest to develop and close are those that begin with a referral.<p>Research shows that well over half of the sales opportunities generated as the result of a referrals end in a sale.<p>In addition, sales generated as the result of a customer referral tend to be larger on …

Picking Teams: The Rx for a Winning Sales Organization | Inc.com

Lionel Messi is arguably (or inarguably, depending on who you ask) the best soccer player in the world. At 28, he's scored more goals than any other player in history. He's a fantastic scorer-easily the most valuable independent asset to every team he plays on. Now, imagine the outcry if Messi was …

Management

Why Most People Network the Wrong Way | Inc.com

My son's social life is now part of my social life, as it is with most parents, and I recently took him to an extracurricular class. Another parent was talking about how his new schedule limited time with his own son. I asked why.<p>"I made a career change."<p>"Wonderful! What are you doing now?"<p>"Oh. I …

Networking

Could This Be the Worst Buzzword of All Time? | Inc.com

For decades, software companies have struggled to find the right buzzword to identify software intended to salespeople and sales teams.<p>The original buzzword (or "buzzterm" if you prefer) was "Sales Force Automation" aka SFA. (Warning: this post may contain more of these irritating acroymns).<p>The …

Should Buyers Take You Seriously?

Do buyers believe you're someone to be taken seriously? Find out if you have gravitas, one of the 12 insight seller attributes.

Curious How to Win More Sales?

Being curious in sales is critical for success. In this article, Mike Schultz shares how sellers who focus their curiosity to build knowledge in 7 …

This Simple Trick Will Make More People Open Your Emails

Curiosity killed the cat but opened many an email.<p>Look at the first three emails in the example below. Compare them with the fourth one. Here's why I clicked on that fourth email while ignoring others: It had suspense, drama, and some news that I believed had to do with me.<p>It is a natural human …

10 Critical Elements Your Sales Pitch Is Probably Missing | Inc.com

A lot of research and effort goes into your sales presentation: your prospect's business, the competitive landscape, and how your offerings can uniquely solve their problem. If it feels like something's missing in your pitch, however, it's time to drill down to those tiny elements that could be the …

Entrepreneurship

When Clients Ask for Discounts, Ask Them ... Why?

Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>I bought several new vests recently. One was from G-Star, another from Banana Republic. They were not cheap, but not unreasonably expensive, either. I paid the price the shop asked from me. What I did not do was haggle over the price with …

3 Questions That All Great Sales Messages Answer | Inc.com

Based upon the hundreds of sales messages I've critiqued in my free weekly newsletter, most sales messages try to sell too soon.<p>The purpose of a sales message is to obtain permission for you to sell. If you jump right into selling, you're simply alienating people.<p>Think about it. How do YOU feel …

Demonstration

5 Mistakes Every Great Sales Leader Knows How to Avoid

And how to solve them without having to buy more technology.<p>As a CEO, I absolutely love visiting customers. In the early days of my company, ToutApp, I would spend time sitting next to our actual users to see how they worked. So, there I was sitting along side a salesperson at one of our customer's …

5 Practical Ways to Become a More Independent Thinker | Inc.com

A few weeks ago, I was interviewing Adam Markel. Markel suggested one of the issues within society is that as children we are trained to be <i>"Good followers not good leaders".</i><p>Before we are even born, our parents biases and beliefs are downloaded to us. We become indoctrinated by the influential …

Self-improvement

Partners: Brocade's Acquisition Of Ruckus Wireless Creates More Formidable Foe To Cisco

Shevlin says the acquisition will also help increase channel sales once the integration is complete.<p>"It's going to make the sales process easier once …

Profit

Brocade Communications Systems to buy Ruckus Wireless for $1.5 billion - Silicon Valley Business Journal

By Cromwell Schubarth <br>– TechFlash Editor, Silicon Valley Business Journal<p>Apr 4, 2016, 6:41am PDT<b><br>Updated</b> Apr 4, 2016, 10:12am PDT<p>Brocade …

Here comes the iPhone apocalypse and the end of Apple as we know it

This week saw the end of Apple's 13-year meteoric rise, signalling once again the oncoming shift in the smartphone market. The next 10 years will be …

New Attack Technique Hides Spread of RATs in Asia | Cybersecurity

SentinelOne last week announced that it has detected a technique being used in Asia to infect systems with remote access Trojans that ensures that …

Bangladesh Bank hackers compromised SWIFT software, warning issued | Reuters

(Reuters) - The attackers who stole $81 million from the Bangladesh central bank probably hacked into software from the SWIFT financial platform that is at the heart of the global financial system, said security researchers at British defense contractor BAE Systems.<p>Swift code bank logo is displayed …

Cybersecurity

Tech

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Gear & Gadgets

Comcast customers hate data caps, but making customers hurt is all part of the plan

<i>The Wall Street Journal</i> has a great report about broadband data caps this week, revealing something everyone already knows: people really don't like the bullshit that huge broadband companies put them through. Through a Freedom Of Information Act request, <i>WSJ</i> found that consumer complaints to the …

Lose That Big Deal? Here Are 5 Things to Do That Will Make Things Right

Everyone loses sales opportunities. But if you do these 5 things, that loss may turn into a win.<p>In baseball, even Hall of Famers get a hit just a third of the time. Few teams have ever had undefeated seasons in the NFL. And as bad as my hometown 76ers were this year, 10 teams still managed to lose …

Top 30 Open-ended Questions

Open-ended questions are incredibly valuable to the sales process (as long as you listen).They help you gather information, qualify sales …

Credibility

Sales Interview Questions

Interviewing your next sales superstar? Looking for your next sales position?Here’s a list of 51 interview questions and queries (get a printable …

Employment

Brocade looks to master wireless with Ruckus buy

The Masters Golf tournament kicks off at the end of this week and the event has done a great job of enabling viewers to watch and experience the …

Telecoms