ljconway

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2017 Curiosity Gift Guide

Modern Paris Seen Through Retro Porthole Windows of ‘Tours Aillaud’ High-Rises

Parisian photographer Laurent Kronental’s latest photo series, <i>Les Yeux des Tours</i>, captures life through the porthole windows of the Tours Aillaud—a social housing estate in the Pablo Picasso district of Nanterre. With 18 towers ranging from 7 to 38 stories high, the housing project accounts for a …

8 Things the Top 1% of Sales Reps Do Differently

The best sales reps often have indefinable and complex abilities that set them apart from their peers. These reps connect easily with prospects, …

Why Millennials Should Consider Sales To Jump-Start Their Careers

Sales doesn’t have a glowing reputation in popular culture. Salespeople are presented as either sad sack Willy Lomans or hard-hearted sharks like the character played by Alec Baldwin in <i>Glengarry Glen Ross</i> (“ABC—Always Be Closing!”).<p>But the reality is that sales is a respected profession and an …

The Number One Objection in the Sales Funnel

The most potent weapon in sales is understanding a buyer’s perception of time. As Mark Roberge wrote, “At HubSpot, this lacking sense of urgency is …

SaaS

15 Dumb Sales Questions Smart Reps Ask

Let’s be real: Most salespeople are annoying. They view their prospects as numbers in their sales funnel, not as people. They believe earning your …

Selling

Your Prospects Don't Need More Time

“We need time to think it over. We’ll get back to you in a couple of weeks.”<p>This objection has nothing to do with time. It’s something deeper and …

Asking, Not Telling: How to Use Questions to Drive Sales

6 Timeless Quotes on Creativity From Pablo Picasso

Despite his rocky beginning, Picasso, whose birthday is Oct. 25, became one of the most influential artists of the early 20th century, and has a lasting legacy that pushes our creative boundaries today.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p><i>This column originally published on</i> …

Pablo Picasso

Empathy Maps: A Complete Guide to Crawling Inside Your Customer's Head

Jack Ungulate is a strange bird.<p>When he drinks beer, he licks his index and middle finger, swipes the bottle opening, and then pauses, with the …

Content Marketing

From Sales Rep to CEO: 5 Reasons Salespeople Make Great Leaders

How a sales background can lay the foundation for a strong leader<p>As a CEO, I have to communicate effectively with many different people. I need to make sure buyers know about and believe in my company and my company's product, I need to make sure my employees feel confident and supported and I need …

Leadership

You’re Already More Persuasive than You Think

It’s amazing the opportunities we miss because we doubt our own powers of persuasion.<p>Our bosses make shortsighted decisions, but we don’t suggest an alternative, figuring they wouldn’t listen anyway. Or we have an idea that would require a group effort, but we don’t try to sell our peers on it, …

Seven Habits of Optimistic People

Happy people live longer and feel better. But how do they stay so upbeat?<p><i>Editor’s Note: This article is one of the top 10 habits to adopt to be better at your job in 2016. See the full list here.</i><p>Optimists aren’t just people who see the glass half full. They also make more money than pessimists and …

Communication Lessons From A Sales Trainer: Stop Talking And Start Listening

How do I improve my communication skills? As a therapist, I get asked that question regularly. And the answer isn’t usually about learning to be more assertive or learning how to explain things more clearly. Instead, the secret to better communication is all about improved listening skills.<p>Improved …

Recruiting New Salespeople? Gritty Is Better Than Good

Identifying grit in your next hire requires more than scanning a resume. Here are some best practice interview questions to find your next sales superstar .<p>I recently spoke at an American Association of Inside Sales Professionals (AA-ISP) regional event on the topic of building an all-star sales …

3 Ways To Get More Out Of Every Single Hour

<i>“Lost time is never found again.” —Benjamin Franklin</i><p>Time is a key resource that we simply cannot replenish. The 24 hours of each day are all we are given—once spent, these hours are lost forever. This means that if you’re struggling to fit all of your priorities and “to-dos” into your day, it’s …

Don’t get caught on auto-pilot…like I did

By John Barrows | December 17, 2014<p>Every time this happens to me I swear it will never happen again and then it does. Thankfully it doesn’t happen …

Sales Leaders: Wisdom From the Other Side of the Table | SBI

Recently, I spent a few hours meeting with Amy Slater. Amy is the SVP of World Wide Sales Operations for Rovi Corporation. Before Rovi, Amy was a VP …

Kobe Bryant Talks Michael Jordan Inspiration in 'The Players' Tribune' Exclusive

Los Angeles Lakers guard Kobe Bryant surpassed Michael Jordan on the NBA scoring list against the Minnesota Timberwolves on Sunday night, topping MJ's total of 32,292 points. Following that historic accomplishment, Bryant wrote about how Jordan inspired him to continue playing basketball.<p>In an …

Why Yelp’s CEO turned down Google

<i>This post is in partnership with Time. The article below was originally published at Time.com.</i><p>By Victor Luckerson, TIME<p>Jeremy Stoppelman spent his …

The Most Toxic Philosophy in Sales: 'Just Wing It'

Last week, I spoke with a technically minded VAR business owner who was also his company’s primary salesperson. The company wasn’t growing and he was …

The Hustler's Playbook: Why Hustlers Succeed

Hustlers succeed where others fail. There are a few difference that make the difference in their results, all of which are worth noting (and …

10 Quotes Salespeople Should Memorize

Some timeless nuggets of wisdom that can help you sell--and a request to send or post your own favorite quotes.<p>For about a decade, I've been keeping a notebook of quotes about selling, partly for use in articles and blog posts but also to inspire me.<p>Since I've now gathered more than a hundred …

Selling

In my business, the lessons you teach are learned as you live them.<p>I have always loved the outdoors. Hiking, camping, rafting, the ocean sports, all …

What Your Customers Don't Know -- That's Costing You Sales

“No, we’re all set.”<p>“We’re happy with what we have.”<p>“We’re not looking to change at this time.”<p>How often have you heard these words come out of a …

We've All Been Duped

If you missed Venture Beat’s post the other day on these stats you’ll want to go check it out, cause it appears we’ve ALL been duped.<p>I’ve seen these …

Subject Lines That Work For Sales Emails

I thought this was an interesting infographic. As sales people, we spend an inordinate amount of time trying to communicate with our prospects and …

The Best Day to Close a Sale (Infographic)

Make the most of these weekdays to help kick your sales into overdrive.<p>As a business owner you've no doubt heard the expression "always be closing," but it turns out that certain days of the week are better than others for converting sales prospects into customers.<p>Salespeople close the highest …

Infographics

10 Superpowers of Sales Stars

Sales stars don't become top performers by accident. They've got skills that can amaze mere mortals.<p>Top salespeople may seem mild-mannered when you run into them at the home office but in fact, they secretly possess the following 10 superpowers:<p><i>Alchemy.</i> A top salesperson can take any old crap that …