How to find the courage to set boundaries | Brainstorming has its limits | Buyer journeys shouldn't be the focal point
May 21, 2018
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How to find the courage to set boundaries
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.
Forbes (5/16) 
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Brainstorming has its limits
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.
Michael Hyatt (5/15) 
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Sales Strategies
Buyer journeys shouldn't be the focal point
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.
Partners in Excellence Blog (5/17) 
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Use experiences to reach B2B customers
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.
Sales & Marketing Management (5/18) 
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How to encourage buyers to make a decision
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.
MTD Sales Blog (UK) (5/18) 
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Daily Data Points
Opinion: Tax reform has helped US economy
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.
The Hill (5/18) 
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US workers ready to take vacations
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.
CNBC (5/20) 
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On the Road
Alaska Airlines implements flexible rebooking for Hawaii flights
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.
KTVA-TV (Anchorage, Alaska) (5/17) 
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App Update
How to improve your CRM implementation
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.
CustomerThink (5/20) 
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Most Read
Making Small Talk
100-year-old stamp mistake makes for a literal treasure
The "Inverted Jenny" 24-cent stamps from 1918 are well-known for a printing error, with one of the rare stamps earning more than $500,000 at auction.
Smithsonian online (5/15) 
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The greatest of faults, I should say, is to be conscious of none.
Thomas Carlyle,
philosopher and historian
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