Assert your boundaries by preparing for the difficult conversation. This can be done by tailoring your approach to the other person's personality, staying calm and understanding that the other person may be unhappy with you, writes Kathy Caprino.
Brainstorming's benefits are best realized under specific conditions and an understanding of its limitations, writes Jeremy Lott. A group brainstorming setting can lead to social pressure to conform and be a poor substitute for the hard work of thinking through problems, he writes.
Although it's important to prioritize the customer's needs during the selling process, the buying journey should not be the focus, writes David Brock. Instead, "we have to recognize that buying activities and journeys are the smallest part of what our customers are concerned about in addressing opportunities, problems, and driving change in their organizations," Brock writes.
Business-to-business sales teams should tap into the value of immersive experiences by first learning what motivates their customers, writes Maura McCarthy. Afterward, experiences such as brand activations, training, product launches and trade show appearances can be used to appeal to buyers who prioritize experiences, she writes.
Even when sales calls and presentations go well, they won't result in a transaction if the buyer has no urgency to act, writes Sean McPheat. To help encourage buyers to make a decision, highlight a problem your product addresses and illustrate how the problem will be compounded if time passes and it's not properly addressed, McPheat writes.
Federal tax reform has helped Americans pay less in taxes and has led to raises and bonuses for many US workers, write Grover Norquist and Alex Hendrie. Meanwhile, firms such as Walmart and Walt Disney Company have announced new benefits and educational programs.
A 10% year-over-year increase in Google searches for "vacation" during the month of April shows US workers are feeling comfortable enough financially to consider taking time away from their jobs, according to DataTrek Research co-founder Nicholas Colas. The trend also indicates workers have enough job security to be comfortable taking vacations, Colas said.
Due to the eruption of Hawaii's Kilauea volcano, Alaska Airlines is providing flexible rebooking options for travelers holding tickets for flights to or from Kona, Honolulu, Kauai or Maui between May 17 and 25. Flights should be booked for the same cabin and must be completed on or before June 1.
Customer-relationship management platforms only help support growth when they are properly implemented, writes Alessandra Ceresa. To improve your CRM implementation, ensure your CRM integrates well with other platforms you use, train users properly and regularly check the quality of data being input into the system.