June 2017

Is tech trashing your eyesight?

Value your vision and adopt these practices
Your eyesight is deteriorating, not because you’re old, but because your technology is new.

Finding structure without driving out creativity

“It’s not possible for the Grateful Dead to have a business plan,” bassist Phil Lesh once explained, “We don’t even plan the music.”

The fragility of creating a powerful brand

Financier Warren Buffet said, “It takes 20 years to build a reputation, and five minutes to ruin it.” On social media, that has narrowed to five seconds. One moment of frustration or anger can go viral, reaching the world with no do-overs. It used to be that a momentary lapse, a joke told and later regretted, a word spoken privately in anger might be forgiven or discreetly forgotten.

Open for business, but don’t bother us

B2B buyers share their phone number or email reluctantly, but that doesn’t mean turnabout is fair play. Making your company’s contact information readily available seems like a low bar to clear, yet in a 2015 web usability survey by Dianna Huff and KoMarketing Associates, 51 percent of B2B buyers polled said the vendor websites they visit do not provide thorough contact information.

Questions for catching up to quotas

If your sales team missed the mark at the halfway point of the calendar year, it may be because you’re not asking the right questions, says Christine Comaford, a CEO whisperer, in a post at Forbes.com. Answering these questions could help set your team up for a second-half rebound.

Two wrongs and a right for customer centricity

There will always be those who believe employees are a company’s most important asset, but Denyse Drummond-Dunn will have none of it. Drummond-Dunn, founder of C3Centricity, a marketing consultancy, says customers should drive every decision.

Disrupting business as usual

Completions and landings are essential to successful ‘moonshot’ efforts
Moonshots are ambitious, often exploratory projects undertaken without any expectation of near-term profitability or benefit. Investments in these far-reaching endeavors by Google and others in the technology world have led to companies outsideof high-tech aiming high as well.

Contact Should Mean Contact

“Game changer” is a term you hear often when people talk about how technology has changed their industry. There is no doubt technological advances can make every company in any industry more efficient and effective.

The importance of immediacy

Suffering from temporal construal? You and your reps probably are and you’re not aware of it.
Temporal construal is the way our brains think concretely about the present and vaguely about the future. The practical implications of temporal construal can impact the lives of your reps and the success of your business.
ONLINE BONUS ARTICLE:  
The impact of more immediate rewards

ABC = Always Be Collaborating

The ‘ABC: Always be Closing’ mantra has been drilled into the minds of sales teams. In Glengarry Glen Ross, Blake passionately proclaimed: more closing equals higher commission, and if you can’t close, “hit the bricks, pal!” 

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