Use feedback from experienced sales representatives to optimize training content for new hires, suggests Dayna Williams. In addition, try to pair training with coaching in a cohesive manner to better instill the necessary skills in your sales representatives, Williams writes.
Trying to differentiate based on factors such as product price is usually an exercise in futility, writes David Brock. "How we engage the customer in helping them solve their problems, in helping them achieve their goals, in helping them make a buying decision" is a better differentiator, Brock writes.
Online retailers can improve international sales by using services such as Gengo to translate and localize content and websites, writes Thomas Smale. Use Payoneer or a similar global payment service to keep your customer pool as large as possible, Smale suggests.
The Conference Board's leading economic index increased by 0.5% in June. "The widespread growth in leading indicators, with the exception of housing permits which declined once again, does not suggest any considerable growth slowdown in the short-term," said Ataman Ozyildirim, The Conference Board's director of business cycles and growth research.
President Donald Trump's impact on national trade could last for years, writes Peter Coy. Although a future president could remove tariffs with relative ease, it's more difficult to reverse treaty withdrawals and regain access to international markets, said Dartmouth College economist Douglas Irwin.
Pegasystems' Pega Digital Experience application programming interface helps developers integrate with other design technologies, enhance user interfaces and build better mobile apps. The Digital Experience API is meant to bring together front-end experience optimization and back-end process development, said Pegasystems Senior Director of Product Marketing Sid Misra.
Bad data lead to higher costs in the form of higher marketing spending and lost sales productivity, writes Chris Lynde. That's why it's often better to obtain contact lists from business-to-business intelligence companies that can provide more accurate data, Lynde writes.
It's increasingly difficult to earn other people's undivided attention in a world of constant digital distraction. But we shouldn't allow this impolite behavior to persist, and Joseph Grenny and Kelly Andrews recommend tactful ways to make the point.
An eight-year study of workers' brains confirmed the vital role that trust plays in any organization. And it pointed to eight ways to build trust, including recognizing excellence, sharing information and delegating responsibilities to help employees feel empowered.
When interacting with friends at work, it's important to establish boundaries without being too rigid, writes Dana Asher. "It's when we fail to embrace the complexity of our work relationships, by embodying one role or another too fully, that things fall apart," she writes.
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