Archive for October 2012

The Hardest Objection in the World?

Objections are part and parcel of selling, and where ever I have gone as a sales trainer people have asked me for ‘objection handling’ techniques. I have heard some very interesting theories over the years including ‘cushioning the objection’  and ’empathising’ etc. However, here is what I think about objections: I have always characterised the objections people give you into these three distinct types:…

Read More

5 Reasons Great Sales People are Rubbish Sales Managers

I’ll state right at the start, the headline is clearly aimed at getting you to read the article! But there is a strong argument to say that just because a sales person can sell, hit targets, manage accounts etc. It doesn’t mean that they can manage a team of individual sellers to do the same. In fact, I would…

Read More

21 Social Media Rules

Here is another nice infographic, this one from SocialHire.com. A great story about using social media to super power a businesses recruitment undertaking really comes alive with this graphic by SocialMetrics PRO. They kick off the article with their own 7 tips – See them all here.

Read More

How to get started with Social Media

I’ve featured the work of Jeff Bullas lots of times, and once again he has come up with a fantastic post for anyone on the outside considering getting ‘into’ Social Media. Jeff often goes into explicit detail and this post is no different, even containing a slideshare presentation detailing furrther thoughts on the topic. (You can read what…

Read More

The Power of Pinterest (Infographic)

A nice article from Malhar Barai’s blog featuring this great infographic covering everything from Pinterest’s growth to the demographics of its audience. Go and check Malhar’s site out if you get a chance too, its really good!

Read More

Slideshare: The Quiet Giant

Here is a very interesting infographic. It’s based on the traffic and type of traffic that one of the social networks you might not think of as a social network actually gets! Thanks to Ian Anderson Gray for the initial find of the infographic, and the nice people at Slideshare for the design in the first…

Read More

Entrepreneurs are Positive about the future (infographic)

According to ‘The 4th annual Hiscox DNA of an Entrepreneur survey‘ almost half of entrepreneurs in the US and UK and Europe are optimistic about the coming year. See below for more detailed results of the survey, and click through to visit the Hiscox’s site where it features Related articles British SMEs happier than international…

Read More

Reblog: Are you killing employee engagement

Here is a terrific post on Melissa Lanier’s HR Outsider Blog. It launches with some pretty arresting statistics. Actively disengaged employees are 9 times more likely to leave an organisation than engaged ones – Corporate Leadership Council. And Highly engaged workers are 26% more productive than disengaged workers – Towers Watson Highly engaged employees take…

Read More

The Change Myth

There is a myth that change is good for us. We all suffer from it on occasion. Not changing your route to work to stay interested, or taking a different class. Total reversal type change. Painful change. The sort of change that wakes you up in the middle of the night. A palpable force pushing you…

Read More