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The 5 most common mistakes in telesalesIt is no coincidence that phone sales remains one of the top sales techniques and that it is an essential part of the sales profession. Even in the age of e-mails, the Internet and online shopping,…
Online meetings and webinars: Make them pay attention to youWebinars are cursed. Everyone firmly believes that others are answering emails, playing Minesweeper or doing anything other than paying attention. Why do so many people believe this? Simply because…
How to write Christmas cards for business partnersNot so long ago, we sent our clients and business partners paper Christmas cards by mail. Then text messages came and we didn't have to go to the post office any longer. In addition, we saved money on…
People before strategy (1/2)The Harvard Business Review published three articles this summer which attracted general interest. Many HR professionals consider them controversial because HBR certainly did not mince words. In the…
4 tips on not having to give discounts to prospectsDo you have to lower the price often in order to close your deals? Are your full asking prices just a formality because you reduce them virtually for every client? If yes, it is time to change your…
Are gender differences in fact power differences?In a new job, do men and women differ in whether they accept the first salary offered or attempt to negotiate better conditions? One reason women currently make on average only 77% of what men earn is…
What to do when employees behave like childrenTantrums, whining, eyes rolling, throwing things across the room or gossiping about others behind their backs. These are examples of childish habits many of us, unfortunately, maintain into adulthood.…
Last-minute presentations: How to survive (1/2)If you are asked – or rather told – at the very last moment to present something instead of your boss, it's not entirely your responsibility. It is good to remember that it is primarily…
Breakthrough customer experience: It is not about small steps (2/3)In the last article, we saw how important it is to thoroughly observe customers, their habits, their needs and the obstacles they face. Now we will see how important it is to focus on addressing needs…
3 questions you should never ask a prospectA business meeting should definitely not be a monologue by the salesperson. A meeting with a prospect should be interactive, with the prospect being encouraged to talk by the right questions. Many…
Why do people change jobs? Global trends according to LinkedInThe number of people who are open to changing their jobs has been growing in recent years. However, it is still very difficult for companies to hire top candidates. Why is this so and how can you…
Marshall Goldsmith: Leaders must be self-confidentStrong leaders believe in themselves and exude confidence. How can you achieve this? This is a common question not only of emerging leaders. The following practical advice on how to get and show more…
Do not make a new manager's typical mistakesFirst-time managers - and unfortunately sometimes even those who are experienced - often enter new positions with the notion that everything must change. They believe that they were hired to correct…
How the 4 major expectations of customers have changed over timeFor a company's sales activities and customer service to work efficiently, it is necessary to keep ahead of the competition and adjust activities to fit clients' expectations. Though it may seem that…
Breakthrough customer experience: You need the right approach (1/3)If you want to deliver superior customer experience, you have to adapt to the digital possibilities of the next generation. There is a financial-technology start-up called Kabbage which is able to…
