Nikolaus Bremerich, POWERING Sales Accelerators

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How Advanced Analytics Is Changing B2B Selling

From targeted online advertising to more precise recommendation engines, consumer markets are bursting with innovation around machine learning and advanced analytics. While there’s less buzz around business-to-business markets, these innovations are changing the game in B2B as well, even in …

The Lie That Perfectionists Tell Themselves

Many of us hold principles that keep us from pursuing a more productive lifestyle.<p>For example, one of the most common ones is the belief that increasing productivity, or getting the most out of your time, will decrease the quality of your work, or your ability to do tasks perfectly. In the online …

How to marry data and storytelling for sales success

Sales professionals often need to use data to help customers make buying decisions. But data can often just cause confusion. The secret is to combine …

Research: How One Bad Employee Can Corrupt a Whole Team

One bad apple, the saying goes, can ruin the bunch. So, too, with employees.<p>Our research on the contagiousness of employee fraud tells us that even your most honest employees become more likely to commit misconduct if they work alongside a dishonest individual. And while it would be nice to think …

Bill Gates and Warren Buffett Say You Need to Stack Your Network With These Types of People

Buffett says this advice applies to choosing your spouse too.<p>Most parents at some point give their kids a lecture about the importance of not getting caught up hanging with the "wrong crowd." The well-meaning warnings come because our parents know how closely our actions (and at times inaction) are …

The Case Against The 100-Hour Workweek

About a month ago, Michael Moritz of the venture capital firm Sequoia published an article in the Financial Times titled <i>Silicon Valley Would Be Wise To Follow China’s Lead.</i> In the article, Moritz argues that the work ethic of those employed by China’s technology companies has outpaced that of …

Christmas Eve

If You Can't Understand Why the Sale Fell Through It Was Probably One of These 5 Mistakes

You have to talk to the people who can write the check. Never assume they will read the proposal and get back to you.<p>Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>Without realizing it, many salespeople confuse activity with progress. They stay busy but don't close much business. When …

4 Self-Improvement Myths That May Be Holding You Back

Advice on how to improve one’s self is everywhere. It accounts for about 2.5% of all book sales in the United States. Add in speeches, training programs, TV programs, online-products, coaches, yoga, and the like, self-help is a $10 billion industry per year, and that’s just in the U.S.<p>However, …

5 Ways to Minimize Office Distractions and Develop More Focus

The post 5 Ways to Minimize Office Distractions and Develop More Focus appeared first on HBR Ascend.

The Post

Many Strategies Fail Because They’re Not Actually Strategies

Many strategy execution processes fail because the firm does not have something worth executing.<p>The strategy consultants come in, do their work, and document the new strategy in a PowerPoint presentation and a weighty report. Town hall meetings are organized, employees are told to change their …

Management

10 Awesome Tips for Being a Better Leader

Opinions expressed by <i>Entrepreneur</i> contributors are their own.<p>Let's be honest. Being a great leader ain't easy. As in an effective, inspiring, well-respected leader for your company.<p>The good news is that we've compiled this list of awesome, actionable leadership tips that will have you running your …

Yesterday, my team surprised me to celebrate my five-year anniversary at T-Mobile – complete with a fantastic new dance called “The Legere.”

Share<p>Yesterday, my team surprised me to celebrate my five-year anniversary at T-Mobile – complete with a fantastic new dance called “The Legere.” How …

Why Most Businesses Only Have Price to Compete On.

#differentiation #price<p>9 min read<br>Aug 4, 2015<p>Many businesses feel as though the only way to obtain a competitive edge over their competition is …

Small Business

5 B2B Online Marketing Mistakes You Don’t Know You Are Making

Attention is at a premium. You are just one of the many fighting for a piece of your prospect’s mind.<p>It doesn’t matter how good your product is, if …

What’s the Right Kind of Bonus to Motivate Your Sales Force?

Companies typically compensate their sales force by using some combination of salary, commission, and bonuses, but executives are often unsure of which incentives provide the best motivation. For example, should bonuses be tied to quotas or should they be given unconditionally? For a quota system, …

Four things you need to know about B2B buying decisions - and what they mean for sales

If you think it’s hard to sell, you might want to spare a thought for your potential customers: depending on which research you look at, the majority …

Management

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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>…

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 …

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India will sell only electric cars within the next 13 years

Every car sold in India from 2030 will be electric, under new government plans that have delighted environmentalists and dismayed the oil …

What to Do When You Have a Dysfunctional Team Member

<b>By Leigh Thompson, J. Jay Gerber Professor of Dispute Resolution & Organizations at the Kellogg School of Management, Northwestern University</b>Every team seems to have an alpha member — someone who is naturally dominant. Every team seems to also have a problematic or dysfunctional team member. Let’s …

How many hours of sleep do you actually need?

It depends on how well you want your brain to work<p>Sleep is a time suck. If you multiplied the average recommended number of hours we should sleep in a day—eight for a typical adult—by the number of days in an average lifespan (78.8 years in the United States), that would amount to about 9,587.3 …

Creating a Culture that Delivers Results

<i>I originally wrote today's post for Clicktools. It was published on their blog on April 26, 2016.</i><br>• Facebook Like<br>• Google Plus One<br>• Linkedin Share …

Customer Experience

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How technology is encouraging society to be stupid

Merry Christmas. Happy birthday. Happy… Darwin Day?<p>In the long list of observed holidays, Darwin Day may seem like a weird one to celebrate. But as the father of evolutionary thought, our buddy Charlie has given us plenty to consider, and changed everything we understand about ourselves and our …

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