I hope you had a terrific 4th of July weekend! It’s refreshing to get back to the work week after some rest and festivities. Here is my weekly Business Growth Round Up. Each week, I like to share what I’m reading and what is trending with some of today’s true thought leaders and business growth experts. Here’s a round up of who I’ve been following this week, and their recent innovative and insightful articles – Enjoy!
Getting Serious about Sales Coaching
How are all of today’s first-line sales managers are spending their time? Approximately two-thirds of coaching time is being dedicated to opportunity-specific coaching versus general skills and competency development. In this article, they’ve compared the win rates of forecast deals for 3 types of coaching approaches. It seems that most organizations are leaving it up to the discretion of individual managers to determine how they want to coach their team members, but is that the best way to achieve business growth in today’s economy? Have a look at the article to learn more about the results.
The Golden Egg(s) Nestling in Your Basket
I really like Jonathan’s article. Here, he compares the early stages of sales with the epiphany that good sales people eventually have; the ability to spot the golden eggs. We realize that it takes just as much time and energy to bring along an opportunity that has no chance of closing as it does to close a promising deal. We spend so much time on deals that we’ll never actually win, and that wastes time that could be put towards closing actually “winnable” business. The ability to determine which is which early in the sales/buying cycle can ultimately decide just how far you’ll be able to climb the sales ladder.
The Customer Experience Portfolio
This post cuts down to one of my favorite subjects: Connection! Who are your priority customers, and how do you serve them? When you try to be all things to all people, you become nothing to anyone. But there’s a danger in being too specific as well. This blog post looks at the middle ground between laser focus and being all things to all people. It gets you thinking about where you fall on the spectrum while continuing to hone in on the importance of creating quality relationships to grow your business.
This is a podcast worth listening to about social media and managing relationships. Listening to podcasts in general is one great tool, that you can access anytime, to tap into your motivation, and find inspirational and practical information when you have time. I know so many professionals who still find social media to be messy, noisy, and in general a waste of their time, but this podcast again speaks to the value in taking the time to create connections in this discussion about Nimble. It’s a CRM that you can use to manage relationships via social media. It’s a really interesting idea that will contribute to your business growth and it sounds like a really helpful and interesting platform worth checking out. Have a listen to the podcast and, if you check out Nimble, let me know what you think.