Joe Wu

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5 Ways to Up Your Content-Marketing Game

Creating quality content is only the beginning.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>In the modern business world, content marketing is an absolute must if you’re serious about establishing connections, cementing relationships with customers, increasing sales and growing your …

Marketing

Are Sales Incentives Becoming Obsolete?

To motivate, manage, and reward B2B salespeople, many companies use sales incentive plans that link large commissions or bonuses to individual results metrics, such as territory quota achievement. As digital channels continue to reduce and redefine salespeople’s role in customer buying, these …

Manage Yourself First, Then You Can Effectively Manage Others

If you can't manage your own life, how can you expect to manage other people?<p>If you can't manage your own life, how can you expect to manage other people? Think about it for a second. Don't all the business management tips you have come across so far pretty much come down to answering that question …

5 Presentation Tips From the World Champion of Public Speaking

Surprise! It's all about being yourself, says HR consultant Dananjaya Hettiarachchi.<p>Public speaking can be terrifying for many people simply because they're not accustomed to having a room full of people paying attention to their every word and action. There are also plenty of people brimming with …

10 Secrets of What Great Leaders Know and Do

Ten years ago Ken Blanchard and Mark Miller shared <i>The Secret</i>. The book was a business fable told through the eyes of Debbie Brewster. Through her journey of transformation, she learns the answer to a simple question,<p>“<i>What’s the secret of great leaders</i>?”<p>It’s a compelling short read. <i>The Secret</i> has …

8 Truths About Great Customer Service

I spoke recently to a group of Seattle-area business leaders on the topic of service. No slides, just talking points. The audience was quite varied—different business sizes, types and industries—but I thought these truths about customer service were universal. Let me know what you think in the …

3 Easy Steps To Building Relationship With Anyone

Nothing, in life and in business, is more important than the relationships you build. To do so successfully, follow these three steps and you will be able to build rapport with anyone instantly.<p>Nothing, in life and in business, is more important than the relationships you build.<p>Relationship capital …

5 Thinking Habits of the Mega Successful

Recalibrate your thinking to that of super successful people and start improving your performance right away.<p>Self-defeating thoughts can derail a career whether it's leadership, selling, entrepreneurship... you name it. Wildly successful individuals leave clues from which we can benefit. To reach …

Using “Reason Why” to Persuade, Influence, and Maximize Sales

The subject of persuasion is endlessly fascinating. It never ceases to amaze me that I can write words on paper (or the computer) and convince people …

10 Videos That Show How to Handle Sales Objections In a Snap

What do you do when you hear that dreaded "This looks great, but ... ?" Watch and learn how to retire prospect objections quickly and effectively.

Why You Should Think Less About Sales and More About the Customer Experience

Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>As the actor Alec Baldwin's real estate salesman advised in that classic scene from <i>Glengarry Glen Ross</i><i>:</i> “<i>Always</i> be closing.” "ABC" is now a popular saying in sales circles, and sales representatives who can bring in new business are …

Customer Experience

Write the Perfect Cold Email Using this Advertising Formula

(Last Updated On: July 5, 2018)<p><b>Writing the perfect Cold Email is a lot like writing copy for an Advertisement.</b><p>Let’s say you pick up a copy of the …

Stop Using PowerPoint, Harvard University Says It's Damaging Your Brand And Your Company

PowerPoint, the much maligned and misused presentation platform, is harming people’s perception of you and your brand, according to new research from Harvard University. The research team at Harvard conducted a double-blind study to answer the immortal question: “How effective is PowerPoint as a …

Harvard

10 Powerful Persuasion Techniques to Use in Your Next Sales Email

Communication is the lifeblood of sales. Successfully closing deals, providing value, explaining complexities -- they all rely on your ability to …

Immune System

Proven Advice For Successful Marketing Via Email Strategies - Tell your Story

<b>TIP!</b> Avoid spammy sales techniques, such as urgent messages that they need to “Buy now!” ” strategy. Not only is this approach redundant, the …

Sales Tips to help you Collaborate with your customers (E) - Top Sales Training Solutions

Home / Sales Training Tips / Sales Tips to help you Collaborate with your customers (E)<p>Blog<p>Sales Tips to help you Collaborate with your customers …

90 Smart Ways to Radically Boost Your Productivity

An epic list of ways to increase your personal productivity and be a lot more successful.<p>Ninety days, 90 ways to be more productive in 2017. While some will only take a few minutes, they will still make a major impact on your productivity. Others might take a little longer, especially if creating a …

How to Ask Your Prospect Amazingly Powerful and Insightful Sales Questions

<b>by Ryan Taft</b><p>Recently, my wife Melissa and I were out and about looking at new homes. After looking at a few, I asked Melissa what she thought of her …

New Home Sales

Don’t Sell a Product, Sell a Whole New Way of Thinking

We all know the story. A team creates a groundbreaking new innovation only to see it mired in internal debates. When it is eventually launched in the market, there is an initial flurry of sales to early adopters, but then sales cycles become sluggish. Pilot customers are enthusiastic, but broader …

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?<p>According to a new study of more than 230 buyers, 12% of salespeople are excellent, 23% good, 38% average, and 27% poor.<p>…

How “Brainwriting” Can Get Better Ideas Out of Your Team

<b>By Leigh Thompson, J. Jay Gerber Professor of Dispute Resolution & Organizations at the Kellogg School of Management, Northwestern University</b>Read more from Kellogg Executive Education:• What to Do When You Have a Dysfunctional Team Member<br>• The Essential To-Do List for New Leaders<br>All too often, your …

To Change Your Strategy, First Change How You Think

It seems that everyone these days is looking for a disruptive business model. But a business model is only one part of the equation. Equally important is the <i>mental</i> model behind the business model, as well as a <i>measurement</i> model for both. It’s the combination of mental, business, and measurement …

Having Too Many Options Can Make You a Worse Negotiator

The conventional wisdom about negotiating — whether for a job salary or the price of a house — is that you’re better positioned to get what you want when you have more offers to leverage. For example, the more job offers an MBA graduate has, the better positioned they are to get a good deal with a …

How You Define the Problem Determines Whether You Solve It

Typical stories of creativity and invention focus on finding novel ways to solve problems. James Dyson found a way to adapt the industrial cyclone to eliminate the bag in a vacuum cleaner. Pablo Picasso and Georges Braque developed cubism as a technique for including several views of a scene in the …

Great Businesses Scale Their Learning, Not Just Their Operations

Ronald Coase nailed it back in 1937 when he identified scalable efficiency as the key driver of the growth of large institutions. It’s far easier and cheaper to coordinate the activities of a large number of people if they’re within one institution rather than spread out across many independent …

You Can Make Your Sales Data a Lot Better with a Little Discipline

Business intelligence is projected to grow to a nearly $26.9 billion industry by 2021, but its solutions are only as good as the data behind it. IBM determined that inaccurate data took a $3.1 trillion bite out of the U.S. economy in 2016. That’s why decision makers require spot-on data and …

The secret to success: Have a workplace rival

<i>Daniel McGinn is a senior editor at Harvard Business Review and the author of</i> Psyched Up: How the Science of Mental Preparation Can Help You Succeed</i> …

How to Predict Turnover on Your Sales Team

Companies worry about employee attrition in every department, but it’s especially costly in one function: sales. Estimates of annual turnover among U.S. salespeople run as high as 27%—twice the rate in the overall labor force. In many industries, the average tenure is less than two years. While …

7 Ways to Capture Someone’s Attention

Your long-term success depends on winning the attention of others. If your boss doesn’t notice your work, how will you get a promotion? If your team …

Framing

6 Reasons Salespeople Win or Lose a Sale

Why does a salesperson lose a sale?<p>It’s a question I’ve studied for years, as part of the win-loss analysis research I conduct.<p>There’s a tendency to assume that the salesperson lost because their product was inferior in some way. However, in the majority of interviews buyers rank all the feature …