Handling tough questions about your presentation | What makes 360 assessments successful? | Let sales reps slow down and focus their efforts
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September 25, 2018
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Handling tough questions about your presentation
Be confident when answering questions about your presentation, but do so using important facts, especially if those facts are from prepared materials you've written down, writes Tim Calkins, clinical professor at the Kellogg School of Management. When you are stumped on a question, try saying you'll find the information rather than taking a wild guess.
Quartz (9/20) 
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What makes 360 assessments successful?
Properly conducted 360 feedback collects insight from an employee's superiors, direct reports and peers after explaining to the evaluators how to rate competencies and behavior, writes Bruce Court. "To maximize the return on the 360-assessment process, there must be a connection between the competencies that are being assessed, the selected development areas, and the organization's business objectives," he writes.
Development Dimensions International (9/19) 
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Sales Strategies
Let sales reps slow down and focus their efforts
Let sales reps slow down and focus their efforts
(Pixabay)
It's often better to allow your sales representatives to make fewer outbound calls than to have them auto-dial hundreds of numbers without a chance to reset between conversations, writes Vanessa Merit Nornberg. At the same time, coach sales reps to spend their time discovering customers' needs instead of making sales pitches.
Inc. online (9/24) 
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Don't be afraid to repurpose marketing content
Companies can repurpose existing content to expand its longevity and reach new buyers, writes Warren Fowler. Examples of repurposing include turning blogs into e-books or summarizing longer content into fact-filled tweets.
Sales & Marketing Management (9/23) 
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Copywriting tricks can help sales reps, too
Sales teams can learn from copywriters by using concepts such as the unknown to inspire curiosity, and eventually purchases, from their buyers. High prices can also intrigue would-be customers, while free trials can be used to convince hesitant buyers to give products a try.
HubSpot (9/24) 
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Daily Data Points
Dimon: Strong US growth could continue
Dimon: Strong US growth could continue
Dimon (Mark Wilson/Getty Images)
The US economy is potentially strong enough to continue to grow at 3% or better in the future, according to JPMorgan Chase Chairman and CEO Jamie Dimon. Regarding US trade disputes with China, Dimon said "I worry about it, but I just don't know."
CNBC (9/24) 
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Lack of innovation, trade impair growth
A comparative lack of technological innovation and slower global trade has led to more modest growth rates than the US experienced in the late 1990s, writes Conor Sen. The Federal Reserve's determination to maintain inflation at 2% and current trade policies are unlikely to prevent the US from achieving faster growth in the short term, Sen writes.
Bloomberg (tiered subscription model) (9/24) 
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Featured Content
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On the Road
American Airlines CEO talks about seat, lavatory sizes on new 737s
American Airlines CEO talks about seat, lavatory sizes on new 737s
Parker (Scott Olson/Getty Images)
American Airlines Chairman and CEO Doug Parker spoke during an opening presentation at the Airline Passenger Experience Expo, pushing back against some bad press and saying seats and lavatories on the airline's new Boeing 737 Max aircraft are comfortable. "The traditional measure of simply pitch, and comparing pitch to aircraft that have very different seats, doesn't really give the customer what they need to know about the amount of space they have," said Parker.
Air Transport World (9/24) 
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App Update
Microsoft, SAP, Adobe create single consumer data model
Microsoft, SAP and Adobe have formed the Open Data Initiative, which will provide a single consumer data model that can be used between the companies' platforms. "We want this to be an open framework," said Microsoft CEO Satya Nadella.
TechCrunch (9/24) 
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Making Small Talk
Goats not welcome in Wash. national park
The US Forest Service and Washington state's Department of Fish and Wildlife are flying mountain goats out of Olympic National Park by helicopter. The park is not a natural habitat for the goats, which are damaging endangered plants and archeological sites.
Atlas Obscura (9/19) 
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Tests are a gift. And great tests are a great gift. To fail the test is a misfortune. But to refuse the test is to refuse the gift, and something worse, more irrevocable, than misfortune.
Lois McMaster Bujold, writer
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