Companies can get their products in front of more buyers by using videos, photos and infographics that can be shared via social media, writes James Jones. Firms that engage with customers, lead through social media and position themselves as brand experts will generate more interest among potential buyers.
A group of small business owners is headed to Washington, D.C., this week to lobby against a proposed tax on imported goods. Tee Miller, who owns a clothing shop in South Carolina, says he might need to raise prices and cut his staff if the tax becomes law.
Charisma is often spoken about when discussing innate qualities, but charisma can be learned, writes Sarah Weber. She points to two things that help develop charisma: learning to engage the audience and projecting your passion for what you're discussing.
Encouragement, defined as "challenge wrapped in affirmation," is best reserved for when people do their best but still miss the mark, writes Dan Rockwell. Try asking questions like "How might your contributions make a difference in future efforts?" or "What will you do next time?" to nudge people toward improvement.
Many business-to-business purchases are made based on how customers perceive their treatment at the hands of sellers, writes Danny Wong. Sales departments should adopt a customer-centric strategy and work together with marketing to present a unified message to customers.
Top sales representatives understand that there are times when it's better to listen than to speak, writes John Scarrott. Other qualities of top sales reps include the ability to present a clear message that speaks to the buyer's passion.
JPMorgan Chase CEO Jamie Dimon said he feels good about the global economy's prospects, noting the growth of Japan and continued performance of the US and Europe. Dimon also said he is optimistic that regulatory reform will take place in the US, allowing for further growth.
Sales departments must turn to technology that can use artificial intelligence to improve customer interactions and enable future success, writes Anthony Reynolds. "Sales technology needs to combine the new and exciting possibilities of software with the more evolved form of sales methodology that has become the norm," Reynolds writes.
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