It's important to eliminate any reluctance your sales team has to reach out to prospects over the phone, especially when it seems like deals have stalled, writes Mareo McCracken. Also, the mistaken belief that simply having a good product will lead customers to buy must be discarded, because even top products must be connected to the needs of your customers.
The US' credit standing is unlikely to take a hit even with a huge deficit, thanks to the country's economic health and strong dollar, according to a Moody's Investors Service report. Lower growth and higher interest payments on debt are among the challenges that await the US economy, the report states.
There are several levels of questions to ask that can dig into root causes and help improve understanding and outcomes, Bruce Court writes. These include basic fact-finding questions, queries that seek to understand thought processes and queries that push back on what's known, such as, "What happens if nothing changes?"
Sales representatives generally need some level of talent to succeed, but leaders also must not overlook the power of training when it comes to performance, writes Matt Sunshine. Also, make sure your sales department is constantly improving and honing its sales strategy to allow your personnel to succeed, Sunshine writes.
When customers avoid engaging with sales representatives, it's often because they believe reps are only interested in pitching their products and not in understanding the customer's needs, writes David Brock. Sales reps can counter these beliefs by sticking to basic sales fundamentals while implementing a customer focus.
US tax reform will only boost the economy for the short term, while federal spending continues to be a concern, according to Goldman Sachs. The US federal deficit will reach 5.2% of its economic growth by 2019 and continue to increase, the firm said.
Although artificial intelligence has a role to play in customer-relationship management, AI is more likely to be integrated into existing features than to become the defining part of the user experience, writes Larry Augustin. The same is true with chatbots, which can help automate mundane interactions but will be best used in conjunction with human customer service representatives, Augustin writes.
Many professionals are reluctant to depart from their carefully rehearsed plans when giving business presentations. While this is understandable, presenters should be more flexible, realizing that their true function is to serve the audience and answer pressing questions, writes Mark Murphy.
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