A great speech doesn't require hours of prep | Gain upper access by asking good questions | Effective ways to pursue new customer bases
March 24, 2017
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A great speech doesn't require hours of prep
A great speech doesn't require hours of prep
Give speeches about topics you know about and are comfortable with, Jim Anderson writes. With a familiar topic, you don't need to write out and memorize every word in your presentation, and all of that saves you time in preparation.
The Accidental Communicator (3/21) 
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Sales Strategies
Gain upper access by asking good questions
In reactive situations where potential buyers have already done some product research and understand what they're looking for, sales representatives should be willing to ask questions that buyers who aren't key players can't answer, writes Frank Visgatis. After that, sellers should ask when they can meet with someone who can answer the questions, which provides the upward access that sales reps need.
Entrepreneur online (3/18) 
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Effective ways to pursue new customer bases
Sales departments that want to diversify their customer base should consider developing an additional team to court the new base they're after, writes Raoul Davis. Developing an inside sales group or efforts to restructure the company's segmentation strategy can also be effective.
The Business Journals (tiered subscription model) (3/24) 
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Quick tips for driving website traffic
Send free product samples to influencers on Instagram or do guest posts on relevant blogs to increase traffic to your e-commerce site, writes Vedant Goel. It's also useful to use Twitter or the help of friends and family members to get the word out about your offerings and educate potential customers.
Businessworld (India) (3/23) 
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Daily Data Points
Business credit slowdown could be a bad sign
Business credit slowdown could be a bad sign
(Fabrice Coffrini/AFP/Getty Images)
A slowdown in new credit for businesses during the past year is "highly uncommon outside of economic downturns," UBS strategists said. Political uncertainty could be the largest reason that there has been weaker demand from businesses, said UBS credit strategist Stephen Caprio.
Fortune (3/23) 
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On the Road
Hotels vie for Alexa, Siri to provide guest services
Amazon's Alexa and Apple's Siri are in a battle for dominance in the emerging voice-command component of hotel guest services. Field-testing is under way at various properties, and Marriott International says it could decide within months whether to install the technology at one or more of its chains.
Bloomberg (3/22) 
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Pa. airport installs water dumping, filling stations near checkpoints
Pennsylvania's Lehigh Valley International Airport has partnered with Easton Hospital to install water dumping and filling stations that allow passengers to empty their water bottles before going through security and refill them after they have been cleared. "These refill stations should impact the number of water bottles thrown away as passengers process through security, which will in turn protect the environment," said Charles Everett, executive director of the Lehigh-Northampton Airport Authority.
AviationPros.com/McClatchy (3/21) 
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App Update
Pair techniques with CRM for best results
Customer-relationship management can improve the effectiveness of sales representatives, but the implementation of a CRM platform alone is not enough to provoke change, Rick Hill writes. "The territories and techniques of both inside and outside sales people must adapt to the new way our customers and prospects purchase, but by switching prospecting to inside sales and using an advisor role for outside sales, we can cut through the swamp of unanswered voice mails, emails and texts to get the sale," Hill writes.
WoodworkingNetwork.com (3/20) 
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Pega Sales Automation to include AI features
A host of new artificial intelligence capabilities in Pega Sales Automation will help "inform better sales strategies with specific actions," Pegasystems said. AI-provided insights, predictive analytics and projected sales results will be among the features provided by the AI integration.
CMSWire.com (3/22) 
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Making Small Talk
You can't just name a planet whatever you want
You can't just name a planet whatever you want
Pluto (NASA/Getty Images)
The naming of asteroids, planets and other smaller celestial bodies is governed by the International Astronomical Union, which has numerous rules and a detailed process for naming objects. The organization, however, did hold a public contest in 2015 to name new exoplanets and chose 17 entries.
SmithsonianMag.com (3/17) 
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At the heart of diversifying your customer base is adhering to the same principles you apply to each of your existing target markets.
--Raoul Davis, writing for The Business Journals
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