rracine

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Top Earning Salespeople Use This 1 Easy Strategy to Outperform Everyone Else

Sales is one of the most common jobs in the US. But top salespeople know a secret--that can make them rich.<p>Let's start with the obvious: salespeople have a bad rap. That's because most people employed in sales are--wait for it--crappy salespeople. These are your typical pushy, slimy, or aggressive …

The best leaders are constant learners who participate in networks that challenge their thinking #sketchnote by @tnvora based on ideas by @LeadershipABC @hjarche #edchat #leadership #eduleader #edadmin #cpchat https://t.co/TGqEmflorx

Google Increased New Employee Productivity by 25 Percent With 1 Email. Here's What You Need to Know

Yet another example of when 'back to the basics' is great advice.<p>Onboarding, a term used to describe the period between job offer acceptance and assimilation (anywhere from 30 days to a year depending on the organization), is a critical time for new employees. Not only do they have to tackle a …

Google Just Revealed Its 5 HR Secrets for Identifying and Developing Great Managers

For starters, it's a mistake to think that a high-performing employee should be promoted to management.<p>In a recent podcast at Google's Re:work, Sarah Calderon, a manager at Google who oversees Google's Manager Development curriculum, revealed some nifty secrets about how they train and develop …

Here's the Key to Great Conversation in 1 Sentence

In the best conversations, both people are students of each other.<p>One of the most famous quotes about communication comes from Stephen R. Covley. He intelligently remarked that most people do not listen with the intent to understand; they listen with the intent to reply. In essence, this means that …

When Microsoft's CEO joined the company 3 years ago, he had an epiphany that has guided his role ever since

In his new business-book-slash-memoir, " Hit Refresh: The Quest to Rediscover Microsoft's Soul and Imagine a Better Future for Everyone ," Nadella recounts how, as a new CEO, he came to realize that the company's recent stumbles weren't due to failures of intellect, but of cultural cohesion.<p>In a …

Empathy

Read These Books Instead of Getting an MBA

<i>This piece originally appeared on The Hustle.</i><p>I don’t blame people for wanting to get an MBA. It’s not their fault they’ve been duped into believing …

Surprisingly Simple Hacks to Make You Super Productive

In his 2012 bestseller, <i>The Power of Habit</i>, Pulitzer Prize-winning reporter Charles Duhigg helped readers understand why they eat those cookies every …

Forget Empowerment and Engagement – This Is How You Motivate Employees

Back in the ‘90s, I took a job at a Dallas-based microprocessor company named Cyrix. Anyone who visited us understood our mission, thanks to the …

People.ai is using machine learning to rewrite the sales ops playbook

People.ai, a company bringing machine learning algorithms to sales operations, is emerging from stealth. The platform uses machine learning tech to give sales reps what it calls a predictive playbook on how to close deals based on past success. People.ai also shows managers how well team members …

Machine Learning

In views of diversity, many Europeans are less positive than Americans

More than half in Greece (63%) and Italy (53%) say that growing diversity makes their countries a worse place to live. Roughly four-in-ten Hungarians …

Pew Research Center

Sales Management: Guide to Your Pipeline Maintenance

Evidence consistently reveals that turning around the sales crew starts from the sales management. The last ones are positioned to empower the reps …

Project Management

3 Jedi Mind-Tricks for Your Next Presentation

The most important mindset in a presentation to understand and control is your own.<p>I was pitching this past week with one of my client teams and I …

4 Mistakes That Cost Me 75 Percent of My Sales Team

I didn’t mean to, of course. But, had I done a good job of hiring and managing my salespeople from the start, I never would have had to let go of 75 percent of them over the past two years.<p>Unfortunately, I’m not the only entrepreneur who’s had this problem. Only 13 percent of small business owners …

Why the Sales Environment is Unique: Reflections from ATD 2016

The sales environment is fundamentally unique from other functional areas of the business. Therefore sales managers have unique training needs.

Reducing the number of clients your sales reps handle can have surprising results

When most sales leaders speak of shrinking, they are referring to cost cutting, reducing staff, travel and entertainment budgets, and other expenditures as a means of improving results. Management guru Tom Peters said: "You can't shrink your way to greatness," but if you're a VP of sales or a …

The End of Solution Sales

The hardest thing about B2B selling today is that customers don’t need you the way they used to. In recent decades sales reps have become adept at discovering customers’ needs and selling them “solutions”—generally, complex combinations of products and services. This worked because customers didn’t …

Why this CEO believes an MBA is worthless

<i>The Leadership Insider network is an online community where the most thoughtful and influential people in business contribute answers to timely</i> …

Here’s What You Need to Know if You Want to Work for Google

“How many golf balls could you fit in a school bus?” This is the kind of question Google and its big tech brethren were once known for asking …

The Two Simple Words That Can Motivate Your Entire Team

<i>MPW Insider is an online community where the biggest names in business and beyond answer timely career and leadership questions. Today’s answer for:</i> …

Why we must challenge the view that CRM is an administrative overhead for salespeople

The overall benefits of CRM technology to organisations’ customer service, marketing and sales efforts is immeasurable. Despite these benefits, …

CRM … Changing the Role of “Sales Manager”

I cannot remember how many times I have sat in meetings with sales management discussing their need to see what their sales team is doing. They want …

When And How To Pick Your Next Launch Country

International expansion is a challenge any globally ambitious company will face — some sooner than others.<p>As a long-time investor in both the U.S. and Europe, I often get asked by the venture community about the difference between the two. In my opinion, one of the key elements is the market …

Lean Startups

3 Fundamental Steps for Making The Number in Complex Sales

3 Fundamental Steps for Making The Number in Complex Sales<p>The one thing that has always been a major concern for B2B sales organizations, if not <i>the</i> …

2016 Will Be The Year Of The Sales Stack

Falon Fatemi Contributor<p>Falon Fatemi is founder and CEO of Node.<p>More posts by this contributor:<p>The Future Of The Web Is All About Context<p>Rebecca Hinds Contributor<p>Selling is a competitive sport, and quota-seeking salespeople are the athletes of that sport: They are scored and compared, there are …

Selling

A Leader’s Guide to “Always-On” Transformation

The 3 Critical B2B Sales Pipeline Metrics

How healthy is your sales pipeline right now? And what steps are you taking to progressively improve its fitness? Just as your own doctor might …

Analytics

Draw Me a Picture

When I was growing up, my grandfather used to tell me: “The key to communicating a new idea is to kiss your audience. Do you know what kiss means?” …

The 6 Laws of Organizational Physics | Organizational Physics by Lex Sisney

<i>The following is an excerpt from</i> Organizational Physics – The Science of Growing a Business.<p>If you’re a growth-oriented CEO, entrepreneur, or …

Where Are Your Energy Drains?

You can't mask underlying energy losses for long. You've got to eliminate them instead.<p>According to the laws of physics, your success is determined …