Sales and Marketing Management
APRIL 12, 2019
In one study, participants were shown objects they associated with a reward. Those shown the angry faces were more likely to want objects they were subsequently exposed to. Research has shown that anger can make us push toward our goals in the face of problems and barriers. Some, though, were first exposed to angry faces.
The Pipeline
SEPTEMBER 4, 2017
This leaves the buyer to figure out how well the pitch aligns with their objective. To truly be unique, you should define your value vis-à-vis objectives the buyer is trying to achieve, results they are looking to deliver to their business. But still a pitch. That conversation will take further than the best value prop or USP.
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Selling Essentials RapidLearning Center
AUGUST 1, 2023
The study found that mentored employees did report a clear advantage over non-mentored employees in both objective career success — as measured by raises and promotions — and in subjective success, measured by job and career satisfaction. Journal of Applied Psychology, 89(1), 127-1367. But as we noted, there was a caveat.
Jeffrey Gitomer
MARCH 5, 2019
saw this yesterday in your trade journal, thought it might be of interest to you." My objective," he said, "is to become a business resource to my customers. An article, an ad specialty, or something of personal interest. Examples of adding value and impact. The note says: "Thanks for the time shared.I Enclose a copy of the article.).
Sales and Marketing Management
SEPTEMBER 13, 2017
Since it’s only two pages, the StrategyPrint ensures their plans only include the make-or-break insights on page one and the corresponding action plan (goals, objectives, strategies and tactics) on page two. He is a New York Times and Wall Street Journal bestselling author on strategy and has appeared on ABC, NBC and FOX TV.
Zoominfo
MAY 25, 2021
Training wasn’t as immersive as it needed to be, either, says Gupta, who recently co-authored a research paper on this topic for the Journal of Business Research. He points out that companies often make the mistake of introducing a new tool and then failing to follow up to ensure that employees are using it effectively.
Janek Performance Group
FEBRUARY 4, 2019
What this means for businesses and their sales reps is that the objective and measurable differences, such as specific features or time to delivery, frequently aren’t strong enough to lock down a sale – other companies in the marketplace have similar offerings. That means it often comes down to subjective, emotional factors.
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