Sales representatives who lean heavily on persuasion and start with product pitches right away are likely to have less success than those who actively listen to customers, writes Marc Wayshak. Teach sales reps not to dramatically change their personalities or talk too much during sales meetings, Wayshak writes.
Outdated buyer personas and incorrect views of hierarchical buying teams are hurting results for many business-to-business sales teams, writes Tony Zambito. If your analytics only provide information on past sales histories and your sales team's efforts aren't in alignment with buyers, it's time to reboot your buyer insights.
The context of sales messages should be made clear immediately to buyers to avoid confusion and allow them to make informed decisions. "In my view, the key to any successful direct sales dialogue starts with clearly communicating what it is you are selling and why it beats the competition," writes Helen Westgate.
US GDP in the first quarter could be reduced by up to 0.2% due to this week's winter storm in the Northeast, according to Oxford Economics. "If storms hit in the middle of the week, their [economic] impact tends to be bigger, especially if one hits in the early morning," said Gregory Daco, head of US economics for Oxford Economics.
US CEOs became more optimistic about the nation's economy during the first quarter, according to the Business Roundtable's CEO Economic Outlook Index. The index increased by 19.1 points to 93.3 during the first quarter.
Marriott International loyalty program members who have achieved Platinum Premier Elite status or Platinum Elite status are now able to receive benefits from United Airlines, including free upgrades and expedited check-in.
CafeX's Live Assist tool has debuted for Microsoft Dynamics 365, allowing users to resolve customer problems more efficiently. The tool lets agents co-browse, chat and share images or videos through Dynamics 365.
Microsoft Teams provides cross-platform functionality and integration with other Microsoft services, but falls short in team notifications and other messaging features, writes Galen Gruman. Messaging platforms like Slack provide better tools for companies looking for an instant messaging and communications option, Gruman writes.
Nepalese porters don't have any secrets for how they carry their body weight -- or more -- on mountain climbs, according to a study. "In Western society, we no longer have a real handle on what humans can do physically because we're so far removed from this level of daily work that we physically can't do it anymore," says comparative biomechanist David Carrier, who was not part of the study.