Getting beyond ‘Tell me more about yourself’

Inc. magazine asked executives for their favorite interview questions. “Everyone has them. And everyone wishes they had better ones,” says writer Jeff Haden. A few favorites:

New prospect: so now what?

When your reps meet new business prospects, what do they do next? It feels like Sales 101, but have you implemented a follow-up process? Have they walked you through it lately?

Sales gets increasingly scientific

Social’s missing link

A study conducted by Satmetrix in mid-2012 revealed that less than half of the companies it surveyed tracked and followed up on customer feedback in social media. An astonishing 28 percent do not track or respond, leaving customers to question their value to the businesses that they support.

The Good, Bad, and Ugly - Social Media’s Impact on your Brand

There’s no denying that social media has taken the world by storm. Facebook, LinkedIn and Twitter boast millions of users. Social media is a huge engagement, staffing, retention and increasingly, branding tool. It’s at the foundation of what I call tri-branding. Tri-branding is when companies use social media to link both product and employment brand, as well as to get their customers to sing their praises or live their brand.

The Good

Move from Babysitter to Coach

Is Your Sales Engine Working?

The sales pipeline is the lifeblood of any business. It’s a well-known fact: organizations live and die by the numbers, regardless of the product, service or solution. So, the defining question for any company is: Is your sales engine working?

Dancing lessons

Rebuilding a B2B Brand

One word that changes everything

5 Steps to Creating Your Own Company Culture

The new ABCs of selling

Daniel Pink's new book, “To Sell Is Human,” offers a fresh look at the art and science of selling and states that everyone is in sales in one fashion or another.