Salespeople who struggle to answer to price objections can learn a lot from how comedians deal with hecklers, writes Colleen Francis. Just as a comedian must answer confidently to a heckler and then get back on track, salespeople should stay composed and reply in a way that communicates the value of the product, Francis writes.
Marketers should ask themselves the question, "What's so great about that?" to turn marketing messages about features into more compelling messages about how their products solve problems for users, writes Geoffrey James. "This question can hone a marketing message for everything and anything that you might want to create or sell," James writes.
CompanionLink has launched DejaOffice as a simple on-premise contact manager for small offices that can't justify a full cloud-based customer relationship management solution. DejaOffice includes contacts, calendars and other information that can be assigned to users or visible to all users, along with options to sync the data for mobile devices.
Instagram is turning into a a go-to app for brands with 60% of users saying they follow a brand, a survey by VidMob finds. About a third of the respondents said they had made a purchase, with Gen Z the largest group and men 10% more likely to buy than women.
Face down uncertainty by writing out your fears, considering your biases and preparing as best you can for any outcome, writes LaRae Quy. "Most of our really hard decisions come down to values and how we weigh the ones that are most important," Quy writes.
Facebook has announced that campaign budget optimization will be its only option starting this month for some advertisers, and in February for all of them. Charlie Lawrance, an advertising expert and the leader of Gecko Squared, explains how to prepare for the switch to CBO.
If you have a defensive employee who does not respond well to feedback or advice, make sure to be thoughtful and build trust, writes Maynard Webb, former COO of eBay. "It's always hard to see anyone go through tough times, but it's your responsibility to help see them through to the light," Webb writes.
Cheesy Eddie's has been a staple in Rochester, N.Y., for decades, and John and Colleen Baker purchased the business in 2003. The couple expanded to a second location in March, and John Baker is expecting a "tsunami" of business during the holiday season.
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